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