Account Director (Sales)-Bay Area
Bandwidth IG, LLC (“BIG Fiber”) Sales – Account Director – Bay Area
BIG Fiber builds and operates mission-critical fiber infrastructure that underpins the world’s most innovative companies throughout Northern California the San Francisco Bay Area, Greater Atlanta and the Hillsboro area of Greater Portland, Oregon. We’re a fast-growing, nimble company with the agility of a start-up and the vision to transform how critical network assetsare delivered and managed.
Position Description
BIG Fiber is seeking a versatile, energetic sales Account Director based in the Bay Area tasked with driving strategic customer relationships, data center partnerships, and local ecosystem engagement to grow revenue, further network development and monetization, and increase BIG Fiber’s market position.
- Sales Revenue Growth – Generate sales and grow wallet share with existing strategic accounts.
- New Customer Acquisition – Identify, develop, and convert new accounts with a heavy emphasis on west coast-based companies and decision makers.
- SFO Bay Area Network Monetization – Identify and convert revenue opportunities leveraging BIG’s new Dark Fiber assets in the SFO/Bay Area. Develop strong relationships with internal teams, use deep local market knowledge, intimate customer relationships, and technology trends driving fiber consumption.
- Data Center Partnerships – role must be in lock step with data centers supporting target customers; will oversee the “sell to” and “sell with” relationship plus long term planning and network development with key data center partners.
Responsibilities
- Achieve monthly sales revenue and funnel growth targets.
- Build new relationships and generate new sales opportunities via numerous prospecting channels such as outbound contacts, industry events, networking, and more.
- Respond to new sales opportunities and manage commercial processes which will include ownership on solution design, commercials, SalesForce.com, presentation and follow-up.
- Develop and maintain partnerships with the data centers operators and local ecosystems that drive revenue and support company objectives in the digital infrastructure space.
- Partner with senior team members to facilitate network development, market development, and increased understanding of local market competition.
- Maintain relationships & collaborate with internal teams to ensure customer satisfaction and retention.
- Stay up to date with technology & industry trends including best practices and incorporate them into customer solutions and overall company strategy.
- Manage and maintain accurate leads, opportunities, and account information within SalesForce.com.
- Embody our company values.
Qualifications
- Bachelor’s Degree or equivalent work experience.
- 5+ years’ experience in digital infrastructure sales and/or solutions
- Entrepreneurial spirit and self-motivated.
- Passion for problem solving, customer success, and value creation.
- High performing business aptitude.
- Tenacious and action oriented.
- Prior technology sales, sales engineering, or consultingexperience.
- Experience using a consultative, solution-based approach.
- In-depth knowledge of fiber infrastructure and overlapping services like colocation and litservices.
- Understanding of SalesForce.com
- Experience with contract negotiations.
- Excellent communication/presentation skills at all levels of an organization.
Work Hours: Company hours accommodate our customer’s needs. This is an exempt position, so the hours of work will be dependent on the work that needs to be addressed to accomplish the work ascribed to this position.
Travel: Travel up to 30-45% of the time
- Base salary: $120,000 – $160,000 annually, commensurate with experience
- Commission: additional % on net new sales per commission plan
- Potential on-target earnings (OTE): $165,000 – $290,000+
Benefits, Rewards & Wellness
- Excellent Health, Dental & Vision Insurance
- Retirement 401(k) Savings Plan
- Fitness membership discounts
- Unlimited paid time off policy
- Paid parental leave
Disclaimer: Please note – this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
Bandwidth IG provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, provincial or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
Jim Nolte
CEO
Jim has spent the last 34 years building and running large, complex telecom networks for some of the most demanding enterprise clients in the US and abroad. As CEO of Silica Networks, Jim is responsible for the company’s strategy and development and is truly passionate about helping clients get the most future-proof network available.
Before launching Silica, Jim was Senior Vice President of Sales at Zayo Group, LLC, where he was responsible for developing strategy and managing all aspects of sales and customer relations while providing mission-critical infrastructure to many of the Fortune 100 enterprises in the financial services, content, media, healthcare and telecommunications industries.
Prior to Zayo, Jim served as Vice President of Sales for AGL Networks, a dark fiber provider with metro networks in several key data center markets that was acquired by Zayo in 2010. Mr. Nolte started his career at AT&T where he served in various strategy, sales and account management roles and earned his MBA from the Goizueta Business School at Emory University.
Mark Elder
CFO
Mark Elder has been guiding emerging, fast-growth companies for most of his career. As Chief Financial Officer, Mark is responsible for all accounting and financial matters to include establishing company-wide objectives, policies, procedures and practices to ensure our ongoing fiscal strength.
Prior to his role at Silica, Mr. Elder was the CFO of CPG Beyond, Inc., a leading data center services company, and its predecessor entity, Canara, Inc. During his 10 years at CPG Beyond, Mark oversaw the exponential growth of the business through a series of acquisitions and organic growth.
Mark began his career at Montgomery Financial Management, a boutique consulting firm in Silicon Valley, and has since held a number of CFO positions at emerging and high-growth technology companies. Mark earned his degree in economics from the University of California, San Diego.
Chris Yost
General Counsel
Christopher Yost is General Counsel of Silica Networks and has been making telecom contracts as frictionless as possible for over 20 years. At Silica, Chris’ responsibilities include all commercial sales and vendor agreements, federal and state regulatory matters, underlying rights, real estate and security related matters.
Prior to Silica, Chris served as General Counsel of Zayo. During his tenure at Zayo, Chris managed all aspects of the legal department supporting Zayo’s dark fiber, wireless infrastructure, lit services, and colocation businesses. Chris led and/or supported Zayo’s substantial domestic and international M&A activity, and led legal diligence and integration of 42 acquisitions.
Early in his career, Chris served in a variety of legal and executive roles at Level 3 Communications, including Group Vice President of Human Resources (2005-2007), and Vice President of Litigation and Employment (1999-2006). Chris also spent 5+ years as a litigation, labor and employment associate at Akin, Gump, Strauss, Hauer & Feld, in the firm’s Washington DC office. Chris received his B.S in Political Science and Public Administration from Western Michigan University and his J.D. from Catholic University of America Law School in Washington D.C.
Andy Munn
VP of Operations
Andy has been building fiber optic networks across the U.S. for the last 20 years. As our VP of Operations at Silica, Andy is the person that keeps our crews busy and our network running. His responsibilities include all aspects of construction management, network surveillance and service delivery.
Andy’s experience includes senior leadership positions on both the carrier and contractor sides of the industry, allowing him to gain extensive knowledge in construction management, network design and engineering. His ability to build productive relationships with vendors, service providers and especially customers are assets that will serve Silica well as we grow.
Prior to his role at Silica, Andy was Project Director for Ledcor Technical Services, a diversified construction company that builds and services communications networks. At LTS, he led operations in the execution of an ongoing design-build metro network expansion for Verizon.
Prior to Ledcor, Andy held leadership roles at OnFiber Communications, CenturyLink, Zayo, and G4S Communications. Andy is a proud supporter of his alma mater, the University of Colorado Buffaloes. He enjoys spending time with his family, watching his sons play on their various sports teams, snowboarding, traveling and maintaining his meticulously landscaped yard.
Emily Bennett
VP of Sales
Emily Bennett is VP of Sales at Silica Networks. Throughout her career, Emily has pridefully built long-lived, strategic relationships with clients such as, CyrusOne, QTS, Comcast, Cox Communications, Sprint, British Telecom, and Google by being thoughtful and delivering on her promises. At Silica, Emily is responsible for helping our customers achieve the most reliable network possible by focusing on providing them the highest network diversity and scalability available.
Prior to her role at Silica, Ms. Bennett was Director of Sales at Zayo where she constantly sought an in-depth understanding of the needs of a vital account base consisting of data center operators, cable companies, telecom service providers as well as large enterprise clients and delivered on solutions that met them.
Preceding Zayo, Emily built key customer relationships at AGL Networks, a metro dark fiber provider where she learned the value of buried infrastructure and gained her deep appreciation for telecom construction. Prior to AGL, Emily was the southeast sales director for Metromedia Fiber Network, predecessor of Abovenet, which was later acquired by Zayo.
Jim Nolte
CEO
Jim has spent the last 34 years building and running large, complex telecom networks for some of the most demanding enterprise clients in the US and abroad. As CEO of Silica Networks, Jim is responsible for the company’s strategy and development and is truly passionate about helping clients get the most future-proof network available.
Before launching Silica, Jim was Senior Vice President of Sales at Zayo Group, LLC, where he was responsible for developing strategy and managing all aspects of sales and customer relations while providing mission-critical infrastructure to many of the Fortune 100 enterprises in the financial services, content, media, healthcare and telecommunications industries.
Prior to Zayo, Jim served as Vice President of Sales for AGL Networks, a dark fiber provider with metro networks in several key data center markets that was acquired by Zayo in 2010. Mr. Nolte started his career at AT&T where he served in various strategy, sales and account management roles and earned his MBA from the Goizueta Business School at Emory University.
Mark Elder
CFO
Mark Elder has been guiding emerging, fast-growth companies for most of his career. As Chief Financial Officer, Mark is responsible for all accounting and financial matters to include establishing company-wide objectives, policies, procedures and practices to ensure our ongoing fiscal strength.
Prior to his role at Silica, Mr. Elder was the CFO of CPG Beyond, Inc., a leading data center services company, and its predecessor entity, Canara, Inc. During his 10 years at CPG Beyond, Mark oversaw the exponential growth of the business through a series of acquisitions and organic growth.
Mark began his career at Montgomery Financial Management, a boutique consulting firm in Silicon Valley, and has since held a number of CFO positions at emerging and high-growth technology companies. Mark earned his degree in economics from the University of California, San Diego.
Chris Yost
General Counsel
Christopher Yost is General Counsel of Silica Networks and has been making telecom contracts as frictionless as possible for over 20 years. At Silica, Chris’ responsibilities include all commercial sales and vendor agreements, federal and state regulatory matters, underlying rights, real estate and security related matters.
Prior to Silica, Chris served as General Counsel of Zayo. During his tenure at Zayo, Chris managed all aspects of the legal department supporting Zayo’s dark fiber, wireless infrastructure, lit services, and colocation businesses. Chris led and/or supported Zayo’s substantial domestic and international M&A activity, and led legal diligence and integration of 42 acquisitions.
Early in his career, Chris served in a variety of legal and executive roles at Level 3 Communications, including Group Vice President of Human Resources (2005-2007), and Vice President of Litigation and Employment (1999-2006). Chris also spent 5+ years as a litigation, labor and employment associate at Akin, Gump, Strauss, Hauer & Feld, in the firm’s Washington DC office. Chris received his B.S in Political Science and Public Administration from Western Michigan University and his J.D. from Catholic University of America Law School in Washington D.C.
Andy Munn
VP of Operations
Andy has been building fiber optic networks across the U.S. for the last 20 years. As our VP of Operations at Silica, Andy is the person that keeps our crews busy and our network running. His responsibilities include all aspects of construction management, network surveillance and service delivery.
Andy’s experience includes senior leadership positions on both the carrier and contractor sides of the industry, allowing him to gain extensive knowledge in construction management, network design and engineering. His ability to build productive relationships with vendors, service providers and especially customers are assets that will serve Silica well as we grow.
Prior to his role at Silica, Andy was Project Director for Ledcor Technical Services, a diversified construction company that builds and services communications networks. At LTS, he led operations in the execution of an ongoing design-build metro network expansion for Verizon.
Prior to Ledcor, Andy held leadership roles at OnFiber Communications, CenturyLink, Zayo, and G4S Communications. Andy is a proud supporter of his alma mater, the University of Colorado Buffaloes. He enjoys spending time with his family, watching his sons play on their various sports teams, snowboarding, traveling and maintaining his meticulously landscaped yard.
Emily Bennett
VP of Sales
Emily Bennett is VP of Sales at Silica Networks. Throughout her career, Emily has pridefully built long-lived, strategic relationships with clients such as, CyrusOne, QTS, Comcast, Cox Communications, Sprint, British Telecom, and Google by being thoughtful and delivering on her promises. At Silica, Emily is responsible for helping our customers achieve the most reliable network possible by focusing on providing them the highest network diversity and scalability available.
Prior to her role at Silica, Ms. Bennett was Director of Sales at Zayo where she constantly sought an in-depth understanding of the needs of a vital account base consisting of data center operators, cable companies, telecom service providers as well as large enterprise clients and delivered on solutions that met them.
Preceding Zayo, Emily built key customer relationships at AGL Networks, a metro dark fiber provider where she learned the value of buried infrastructure and gained her deep appreciation for telecom construction. Prior to AGL, Emily was the southeast sales director for Metromedia Fiber Network, predecessor of Abovenet, which was later acquired by Zayo.