Jonathan Malcolm
Englewood,CO
Summary
Results-driven Senior Account Executive with 10+ years of experience driving enterprise revenue across data center, network, and UCaaS environments. Proven record of lead generation, contract negotiation, closing new logos, and leading pipeline strategy. Consistently recognized for team leadership, closing complex, multi-stakeholder deals, and ability to exceed sales targets while maintaining high ethical standards.
Overview
11
11
years of professional experience
Work History
Senior Account Executive
Zayo Group
10.2024 - Current
- Closed 10 net-new enterprise logos, generating $2M in new TCV and finishing 116% of annual quota.
- Drove high-volume executive prospecting across priority verticals.
- Executed consultative discovery meetings to identify infrastructure gaps and align network fiber solutions to business and IT objectives.
- Negotiated pricing, terms, and contracts to accelerate deal velocity and maximize margin.
- Maintained CRM accuracy to improve forecasting, territory planning, and leadership visibility.
Interim Sales Director
Zayo Group
02.2025 - 06.2025
- Led end-to-end pipeline management and revenue forecasting for a 6-person acquisition team.
- Partnered directly with the SVP of Enterprise Sales to identify pipeline gaps and support target attainment.
- Conducted weekly 1:1 coaching and deal reviews with team members, improving forecast accuracy, and accelerating close cycles.
- Facilitated cross-functional leadership meetings to resolve escalations, unblock stalled deals, and drive revenue to close.
Senior Account Executive
Salute Mission Critical
11.2023 - 04.2024
- Managed $4M annual quota focused on new logo acquisition within the data center sector.
- Built relationships with Director-level and C-Suite executives across enterprise accounts.
- Negotiated pricing, terms, and contracts to accelerate deal velocity and maximize margin.
- Conducted market analysis to identify growth opportunities and industry trends.
- Maintained CRM accuracy to improve forecasting, territory planning, and leadership visibility.
Senior Account Manager
DataBank
07.2020 - 10.2023
- Managed 100+ enterprise accounts, cultivating long-term executive relationships.
- Executed consultative discovery meetings to identify data infrastructure gaps and align cloud and colocation solutions to business and IT objectives.
- Delivered consultative design guidance on complex colocation deployments by aligning cage and containment designs with power, cooling, and security requirements.
- Negotiated pricing, terms, and contracts to accelerate deal velocity, and maximize margin.
- Maintained CRM accuracy to improve forecasting, territory planning, and leadership visibility.
Commercial Account Manager
West Corporation
09.2018 - 08.2019
- Managed 50+ commercial accounts across UCaaS and network services.
- Managed the end-to-end sales cycle, from lead generation to contract execution.
- Maintained CRM accuracy to improve forecasting, territory planning, and leadership visibility.
- Negotiated pricing, terms, and contracts to accelerate deal velocity and maximize margin.
Sales & Development Manager
P-Tec Corporation
01.2015 - 09.2018
- Built relationships with lead engineers, purchasing agents, and VAR partners.
- Negotiated pricing and contracts for new business.
- Improved manufacturing and logistics efficiency.
- Reviewed technical specifications prior to production.
- Managed the end-to-end sales cycle, from lead generation to product shipment.
Education
Bachelor of Arts - Psychology
University of Nevada, Las Vegas
Las Vegas, NV05-2006
Skills
- Enterprise & Mid-Market Sales
- Revenue Growth
- Team Leadership & Mentorship
- CRM & Pipeline Strategy
- Forecasting & Analytics
- New Logo Acquisition
- Contract Negotiation
- Consultative Selling
- Executive Presentations
- Data Center & Network Solutions
Awards
- Top Producer, Zayo Priority Acquisition (Public Sector), 2025
- 100%+ Quota Attainment, 2015-2025
- Rising Star Award, DataBank, 2021
Timeline
Interim Sales Director
Zayo Group
02.2025 - 06.2025
Senior Account Executive
Zayo Group
10.2024 - Current
Senior Account Executive
Salute Mission Critical
11.2023 - 04.2024
Senior Account Manager
DataBank
07.2020 - 10.2023
Commercial Account Manager
West Corporation
09.2018 - 08.2019
Sales & Development Manager
P-Tec Corporation
01.2015 - 09.2018
Bachelor of Arts - Psychology
University of Nevada, Las Vegas