Manager/Director, Business Development – Managed Wireless Services at Zayo

| Greater Boulder Area
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Company Description

Zayo provides mission-critical bandwidth to the world’s most impactful companies, fueling the innovations that are transforming our society. Zayo’s 133,000-mile network in North America and Europe includes extensive metro connectivity to thousands of buildings and data centers. Zayo’s communications infrastructure solutions include dark fiber, private data networks, wavelengths, Ethernet, dedicated Internet access, and colocation services. Zayo owns and operates a Tier 1 IP Backbone and 44 carrier-neutral data centers. Through its Cloudlink service, Zayo provides low latency private connectivity that attaches enterprises to their public cloud environments. Zayo serves wireless and wireline carriers, media, tech, content, finance, healthcare and other large enterprises.

Position Description

The Business Development role is responsible for growing, developing and managing Zayo’s DAS/Small Cell In-Building, Private Wireless and other Real Estate related wireless business and strategic partnerships. The main responsibilities will be to: (i) work alongside Zayo Enterprise sales organizations to develop managed wireless network opportunities’ (ii) negotiate, structure, and execute revenue generating agreements with those customers; (iii) engage with wireless carriers to identify and pursue targeted verticals for DAS/Small Cell opportunities.

 

Complex Product Solutions: 

Assist/lead the direct sales team closing sales of wireless and fiber network solutions. Includes identifying solutions, providing presentations, developing/supporting RFP responses and proposals, and negotiating contracts with larger and more complex deals. Provide insight on competitive landscape and pricing strategies and ensure accurate reporting in Salesforce.com. Success is measured based upon overall sales performance against targets.

 

Drive Sales Results

Directly engaging the field sales teams and directors to lead sales pursuits from opportunity identification through close. The role also will drive sales results in accounts tied to strategic partnerships. Through these efforts, this role will be able to demonstrate robust pipeline and closed business increases quarter over quarter.

 

Strategic Partnerships – 

Identify and pursue opportunities to partner with utility, government, carrier and large enterprise groups who require significant wireless infrastructure solutions. 

 

Sales Enablement and Training – 

The Business Development Manager is expected to be a subject matter expert on Managed Wireless Solutions, associated market landscape, and going forward market strategy. This role is tasked with both enabling and driving sales team engagement through education, targeting support, executive-level presentation and other tools and methods needed to support the sales organization success in attaining their assigned sales targets. Through these efforts, core customers will clearly understand our product offering, competitive differentiation and value proposition.

 

Responsibilities

  • Lead and support role in closing managed wireless solution sales coordinating directly with Enterprise and Carrier sales teams.

  • Ability to create/consult with customers needing guidance on the appropriate and optimized solution

  • Demonstrated ability to sell to all levels inside an organization (C-Level and VP/Director level).

  • Product development including product description, product functionality and pricing.

  • Work directly with Wireless Infrastructure Engineering to qualify and select vendors in support of Wireless Managed Solutions.

  • Ability to use Salesforce and associated dashboard and reporting functionality.

Qualifications

  • Undergraduate degree in Business, Marketing, Finance, Economics, Engineering or equivalent work experience.

  • Minimum 8+ years’ sales, product management, account management, or sales engineering experience including working knowledge of business customer applications in wireless and fiber solutions.

  • Subject Matter Expertise level of understanding wireless solutions including Distributed Antenna Systems, Small Cells, and Private Wireless Networks including use of CBRS and other spectrum.

  • Solid understanding of the Fiber and Cloud Services (Dark Fiber, Colocation, Private Dedicated Networks, and Fiber Construction Services).

  • Solid understanding of the Network Services (Ethernet, WANs, Waves, and Internet).

  • Sound business judgment, proven ability to influence others and strong analytical thinking skills are critical to success in this position.

  • Understand the fiber business and have worked on fiber lease or IRU contracts in the past.

  • Ability to communicate effectively with a variety of functional teams, and strong interpersonal skills for supporting and advising sales teams on proper systems and process.

  • Proficiency in the MS Office suite of tools and/or Google Suite with an emphasis on spreadsheets and slide presentations is required. Knowledge of Salesforce.

  • Successful experience in account management role supporting large business customers.

  •  Experience working with referral partners and or sales agents.

  • Strong business acumen.

  •  Excellent interpersonal, verbal, and written communication skills.

  • Problem-solving skills with the ability to resolve customer issues or seek proper internal resources to facilitate resolution.

  • Ability to multi-task, facilitate customer service, and solve problems.

 

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Technology we use

  • Engineering
  • Sales & Marketing
    • JavaLanguages
    • JavascriptLanguages
    • PythonLanguages
    • RubyLanguages
    • SqlLanguages
    • ApexLanguages
    • ReactLibraries
    • ReduxLibraries
    • AngularJSFrameworks
    • Node.jsFrameworks
    • Ruby on RailsFrameworks
    • Microsoft SQL ServerDatabases
    • OracleDatabases
    • PostgreSQLDatabases
    • SalesforceCRM

Location

Our Boulder campus is located in the 29th Street Mall where employees can benefit from access to restaurants, retail, fitness and more!

What are Zayo Perks + Benefits

Zayo Benefits Overview

Zayo Group is committed to providing our employees with a benefits program that is both comprehensive and competitive. Our benefits program offers health care, dental and vision coverage, as well as financial secruity to our employees and their families.

Culture
Volunteer in local community
Partners with Nonprofits
B Strong, Greenhouse Scholars, A Precious Child, AMP the Cause, There With Care, Boulder Parks and Rec, and many more....
Friends outside of work
Eat lunch together
Intracompany committees
Daily sync
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Diversity
Dedicated Diversity/Inclusion Staff
Highly diverse management team
Unconscious bias training
Diversity manifesto
Someone's primary function is managing the company’s diversity and inclusion initiatives
Mean gender pay gap below 10%
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Flexible Spending Accounts (FSAs) enable you to put aside money for important expenses & help reduce your income taxes at the same time. Zayo employees can contribute up to $2,650 annually.
Disability Insurance
If you are out of work for an extended period or time due to a disabling injury or illness, disability insurance covers 60% of annual salary up to $5000 monthly maximum payout.
Dental Benefits
Dental exams can help you & your dentist detect problems in the early stages when treatment is simpler & costs are lower. Regular exams are an important part of maintaining your medical health.
Vision Benefits
The vision plan covers routine eye exams and also pays for all or a portion of the costs of glasses or contact lenses if you need them.
Health Insurance Benefits
Each person's health care needs are different. That's why our medical plan offers multiple options (3) so that you can choose the coverage level best-suited to your personal situation.
Life Insurance
Your family depends on your income for a comfortable lifestyle and for the resources necessary to make their dreams a reality! Zayo offers Basic Term Life and AD&D as well as supplemental insurance.
Wellness Programs
Team workouts
Do you love working out? So do we which is why Zayo offers access to group fitness sessions and company-sponsored events, such as the B Strong Ride.
Retirement & Stock Options Benefits
401(K)
Zayo Group offers a 401(k) plan through Fidelity. Eligible employees may join the plan as soon as administratively feasible after their date of hire and may contribute up to the IRS limit of $19,000.
401(K) Matching
Zayo matches 50% of employee contributions up to 4% with a cap at 2% match.
Company Equity
Performance Bonus
Child Care & Parental Leave Benefits
Generous Parental Leave
Zayo provide 12 weeks paid maternity leave, 2 weeks paid paternity leave, and 4 weeks paid adoptive/foster leave.
Flexible Work Schedule
Family Medical Leave
Adoption Assistance
Return-to-work program post parental leave
Company sponsored family events
Vacation & Time Off Benefits
Generous PTO
Zayo employees receive between 0 and 25 days per year of paid time off based on years of service.
Paid Holidays
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Zayo Group offers the option to elect Commuter Benefits which helps you pay for public transportation and parking costs while commuting to and from work using pretax dollars.
Company Outings
Game Room
Some Meals Provided
Happy Hours
Happy hours are hosted twice monthly and include alcoholic and non-alcoholic options.
Parking
Parking is available at Zayo offices.
Recreational Clubs
Love sports? So do we! We offer a variety of options to get involved with your co-workers outside of the office.
Fitness Subsidies
We strongly believe that there is nothing more important than the health and well-being of our employees and families. To promote health and fitness, Zayo has partnered with GymPass.
Professional Development Benefits
Job Training & Conferences
Tuition Reimbursement
The tuition reimbursement program provides an opportunity for Zayo employees to further their education and to apply to be reimbursed for eligible education expenses.
Diversity Program
Lunch and learns
Zayo is committed to providing opportunities for employees to expand and grow their knowledge base through lunch and learn sessions.
Cross functional training encouraged
Promote from within
Mentorship program
Continuing Education stipend
Time allotted for learning
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