Director of Sales Partnerships

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.
Works directly with Chief Sales Officers and SVP of Commercial Operations to guide the organization toward revenue growth and sales cost objectives in line with the company's aspirations. Guides annual processes that shape the structure and profitability of a fast-growing sales organization.
Responsibilities

• Territory and capacity planning. Lead annual territory and quarterly capacity planning by partnering with finance and product. Work with cross-functional strategy teams and sales leadership to optimize customer segmentation, account targeting, and routes to market.
• Set Cost and ROI targets for Sales leaders and ensure Compensation cost achieves those targets in collaboration with Sales leaders
• Identify gaps in performance that require either Sales enablement and / or commercial programs.
• Sales process. Reinforce and refine existing processes to improve sales productivity. Review and refine current workflows to simplify how sales interact with SFDC.
• Effectively document and publish processes to ensure business continuity, ready operations new hires faster, and increase business partner awareness.
• Account planning, opportunity, and business reviews. Establish consistent tools and cadence to support account planning, deal reviews, and pipeline reviews.
• Facilitate and support local or business-unit-specific operational cadences with sales leaders that promote sales force productivity and commercial performance, such as deal, forecast, and pipeline reviews or monthly and quarterly business reviews.
• Responsible for equitably assigning Salesforce quotas and ensuring the company's financial objectives are optimally allocated to all sales channels and resources through the quota program. Help the sales org hit the number while staying in the budget.
• Responsible for the optimal deployment of sales personnel and cost. Makes recommendations for changing sales roles, coverage models, or team configurations in order to maximize sales productivity. Leads a change management process to build organizational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models.

Qualifications:

• Great problem solver combined with the ability to generate ideas that improve business performance.
• This role will require the individual to meet strict deadlines.
• Ability to work with confidential information in a professional manner.
• Ability to work independently, handle multiple priorities, work under pressure and meet organizational deadlines.
• Demonstrated ability to complete projects accurately with attention to detail.
• Ability to communicate (written and oral) with coworkers and various outside business contacts in a courteous and professional manner.
• Bachelor's Degree in Business or equivalent experience.
• Twelve (12) years' experience in a technical or sales support role within the telecommunications industry, with at least seven (7) years as a peer leader in sales or sales operations role.
• Strong interpersonal and relationship building skills, experience in dealing with multiple and diverse internal stakeholders, and interacting with business and technology partners

Base pay range: $137,600 - $165,000, 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.