Deal Management

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, and dedicated Internet access. Zayo serves wireless and wireline carriers, media, tech, content, finance, healthcare and other large enterprises.

Position Description

A successful Deal Management team member will be responsible for conducting product level analysis, providing direct commercial sales support, and developing overall product positioning and growth strategy. This includes the existing service portfolio as well as assessment and implementation of new products, internal processes, sales tools and/or market expansions.

Through direct customer interaction and an understanding of the marketplace, the Deal Manager will provide recommendations and sponsor initiatives to grow the bandwidth infrastructure business. The ability to develop business metrics, clearly communicate and present findings and recommend action to senior leadership is essential.

This position requires a firm grasp of Zayo’s product portfolio, network footprint, competitive position and industry market dynamics. Prior sales support experience and knowledge of industry technology and terminology, as well as proficiency in MS Excel and PowerPoint, is required. Additionally, the ability to integrate quickly into Zayo’s CRM software and manage workload in a dynamic, entrepreneurial environment is also critical.

Responsibilities

• Responsible for business analysis and recommendations resulting from such analysis.

• Ownership of business cases for product enhancements / developments.

• Ownership of product definitions, positioning and value proposition development, pricing and guidelines,

• competitive analysis.

• Responsibility for project managing product initiatives across stakeholder organizations.

• Responsibility for product segmentation, targeting and positioning.

• Proactive and regular interaction with key customers to ensure products meet the needs of the market.

Qualifications

• Work with other areas of the business to drive enhanced data, financial and pricing reporting 

• Consumes data & insights to identify market and business trends to increase profits and efficiency

• Manages data in SFDC that is consumed by the CPQ Pricing Engine to generate pricing & costing 

• Sets base rates for products/bundles & continuously reevaluates these rates against market & competitor data

• Works with Pricing Intelligence team to continuously evaluate and update market rates as well as propose AI/Automation-based solutions

• Works with Product Management to assign financial thresholds/guardrails by product/customer 

• Works with Wholesale, Retail, Channel team to manage disputes and DOA approvals in ~20% of non-Tranzact deals

• Runs cross functional scrums between Product Management and Pricing Strategy 

• Experts in SFDC Data structure for all pricing/costing levers

• Serves as an expert in standard costing assumptions across different markets and products 

• Leverages Financial Metrics to formulate & justify pricing strategy (NPV, IRR, MOIC, Payback, Margin, etc)

Qualifications

• Minimum 3-5 years of commercial product management experience in the telecommunications industry preferred

• Prior experience with network development or other network construction/planning is beneficial

• Undergraduate B.A. or B.S. degree. Focused area of study in Engineering, Business, Finance or Economics preferred.

• MBA and/or equivalent work experience with proven ability to work across functional boundaries preferred.

• Well-developed financial skills including business case development, cost management, budgeting and financial analysis.

• Excellent written and verbal communications skills. Ability to write reports, business correspondence, procedure manuals, and prepare presentations and proposals. Must possess ability to effectively present information and respond to questions from groups of managers, employees and customers.

• Prior product, sales and/or sales engineering experience with Layer 1 services (dark fiber and/or transport) a plus.

• Proficiency in the MS Office suite with emphasis on Excel, Word and PowerPoint is required. Knowledge of Salesforce.com platform is a plus.

• Requires an individual who is detailed oriented with superb organizational skills and the ability to multi-task and prioritize. Requires an ability to be flexible in work schedule and to work and meet strict deadlines with limited supervision.

Base pay range: $75,400 - $85,000 commensurate with experience.

Benefits, Rewards & Wellness

• Excellent Health, Dental & Vision Insurance

• Retirement 401(k) Savings Plan

• Fitness membership discounts

• Generous paid time off policy including paid parental leave

Zayo provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, provincial or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.