Manager, Business Development – East Coast
Location: East Coast,     Department: Business Ops
Job Number: VB-13057
Manager, Business Development – East Coast
Reports To: Director or VP, Business Development
Locations: New York/NJ, Philadelphia, Montreal, Baltimore, WDC/NoVA/MD
Zayo Group provides Communications Infrastructure services, including fiber and bandwidth connectivity, colocation and cloud services to the world’s leading businesses. Zayo is the leading nationwide provider of dark fiber solutions. Zayo also provides high-capacity wavelength, Ethernet and other connectivity solutions. Zayo offers colocation and cloud services in its carrier-neutral data centers. Zayo provides clients with flexible, customized solutions and self-service through Tranzact, an innovative online platform for managing and purchasing bandwidth and services.
The manager, Business Development (MBD) role is tasked with developing, implementing, managing and closing dark fiber solutions opportunities that increase/drive Infrastructure/Fiber Solutions revenue growth:
Complex Deal and Pursuit Support – Assist/lead the direct sales team closing sales of fiber solutions. Includes identifying solutions, providing presentations, developing/supporting RFP response 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 shall be 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. Role also will drive sales results in accounts tied to strategic partnerships. Through these efforts, MBD will be able to demonstrate robust pipeline and closed business increases quarter over quarter for assigned territory.
Strategic Partnerships – Identify and pursue opportunities individually to partner with utility, government, and education groups who require significant infrastructure support including fiber construction support and may also operate fiber networks in their respective territory. MBD will drive development and support of strategy for leveraging relationships with municipalities and large organizations for conduit and fiber access.
Sales Enablement and Training – MBD is expected to be a subject matter expert on Dark Fiber network in assigned territory on Infrastructure products, market landscape, and going forward market strategy. MBD 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 Fiber Solutions organization success in attaining their assigned sales targets. Through these efforts, core customers will clearly understand our product offering, competitive differentiators and value proposition.
- Lead and support role in closing dark fiber solution and private dedicated network sales in their region, working with Regional Fiber Solutions Business and Sales teams.
- Ability to create/consult on solutions for customers needing guidance for their application landscape
- Demonstrated ability to sell to all levels inside an organization (C-Level and VP/director level)
- Demonstrated ability to work through regulated companies’ procedures to contract for Infrastructure services
- Demonstrated ability to assess and negotiate options to sell and/or exchange through asset trade opportunities
- Ability to use salesforce.com and associated dashboard and reporting functionality
- Minimum 8+ years sales, product management, account management, or sales engineering experience including working knowledge of business customer applications in dark fiber, fiber optic construction, and network services
- Solid understanding of the colocation and data center business
- Good understanding of the regulated industry (government, utilities) process to contract services.
- Solid understanding of the Dark Fiber Services (Dark Fiber, Co-location, Private Dedicated Networks, and Fiber Construction services)
- 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.
- Education: Undergraduate degree in business, marketing, finance, or economics or equivalent work experience.
- Effective Communication: 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
- Application Proficiency: Proficiency in the MS Office suite of tools with emphasis on Excel and PowerPoint is required. Knowledge of Salesforce.com
- Other Skills and Abilities:
- 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
- Competitive compensation
- Excellent benefits including health, dental, vision, 401 (k), disability and life insurance
- Fitness membership discounts
- Generous paid time off policy including paid parental leave
Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time
Zayo is an Equal Opportunity Employer. Zayo does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need.