Business Development Director

Company Description

Zayo provides mission-critical bandwidth to the world’s most impactful companies, fueling the innovations that are transforming our society. Zayo’s 141,000-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, and dedicated Internet access. Zayo serves wireless and wireline carriers, media, tech, content, finance, healthcare and other large enterprises.

Description of Role and Responsibilities 

The Business Development Director is tasked with developing, implementing and managing a market centric strategy to increase/drive revenue across the Iberian region with additional responsibilities in other European markets depending on demand. Core responsibilities include: 

Market Intelligence & Insight - The Business Development Director is expected to be a subject matter expert on the market dynamics in Iberia, particularly focused on Data Centre Development and Hyperscale expansion to form a strategy to facilitate targeted investment.  

Footprint Expansion & Growth - Identify both organic and inorganic opportunities to increase Zayo Europe's reach, capabilities and relevance within Iberia and across Europe. Responsible for supporting sales-led directives, and self-identified strategic investment opportunities, through Zayo Europe’s internal approval processes, including securing the requisite revenue streams to support each case. The successful candidate will be responsible for this activity across all Zayo Europe’s lines of business. 

Strategic Partnerships – Individually identify and pursue opportunities to partner with data centres, cloud service providers, Carriers, government organisations, public sector bodies and real estate partners. The Business Development Director will form strategic relationships and mange existing agreements, to create mutually beneficial business outcomes for both parties. 

Revenue Growth Initiatives - Assist in the development of programmatic initiatives which will drive multiple revenue streams across newly connected Data Centres and expanded assets. These will be both vertical and asset specific, leveraging market and customer insight, to drive revenue growth. The Business Development Director 

will provide competitive landscape insight and pricing strategies and ensure accurate reporting. 

Customer & Deal Pursuit - Directly engaging the field sales directors and teams to support sales pursuits from opportunity identification through close. Therefore, this role requires strong competencies to assist/lead the successful closing of solution sales; opportunity identification, presentation documentation and collateral support, developing/supporting RFP responses and proposals, and strong commercial acumen to support contractual and financial negotiations. Through these efforts, the Business Development Director will be able to demonstrate a robust pipeline and improved sales execution quarter over quarter. The role will also drive sales results in accounts tied to strategic partnerships.  

This role is tasked with both enabling and driving sales team engagement through education, targeted support, Executive-level presentations and other tools and methods needed to support the organisations success in attaining the assigned sales targets.  Through these efforts, core customers will clearly understand Zayo’s service offering, competitive differentiators and value proposition. 

Responsibilities 

• Lead market growth strategies across customer segments, assets and strategic partnerships 

• Deal pursuit and support of solution sales, working in partnership with the sales organisation  

• Ensure transparent visibility of activity via Zayo Europe’s Salesforce platform, communicating frequently and effectively 

• Ability to create/consult on solutions for customers needing guidance for their application landscape 

• Develop mutually beneficial, long term strategic partnerships  

• Evangelise, internally and externally, the benefits of Infrastructure services and Zayo Europe’s value proposition  

• Create and manage programmatic revenue growth initiatives 

• Identify organic and inorganic investment opportunities, and drive internally and externally to a successful outcome 

• Demonstrated ability to engage to all levels inside an organisation (C-Level and VP/Director level) 

• Demonstrated ability to assess and negotiate options to sell and/or exchange through asset trade opportunities 

Qualifications 

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

• Minimum 8+ years’ sales, business development, product management, account management, or sales engineering experience including working knowledge of business customer applications in dark fibre, fibre optic construction, and network services 

• Solid understanding of the cloud, colocation and data centre ecosystem 

• Good understanding of the regulated industry (Government, Utilities) process to contract services 

• Solid understanding of the Fibre, Transport and Layer 3 Services (Dark Fiber, Private Dedicated Networks, Fiber Construction Services, Wavelengths, Ethernet, IP Transit and Cloud Interconnection) 

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

• Understand the fibre business and have worked on fibre 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 

• Strong PC skills including MS Office, G-Suite and CRM tools (e.g. Salesforce) 

• Strong business acumen  

• Language skills: Spanish and English.  Other European languages would be an advantage, but not necessary. 

• 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 multitask, facilitate customer service, and solve problems 

• Ability to travel up to 50% of the time