SVP, Business Development and Capture 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.

Company Description

Zayo Group Holdings, Inc. provides communications infrastructure solutions, including fiber and bandwidth connectivity, colocation and cloud infrastructure to the world’s leading businesses. Customers include wireless and wireline carriers, media and content companies, cloud providers, finance and professional services and other large enterprises. Zayo provides customers with flexible solutions and self-service through Tranzact, an innovative online platform for managing and purchasing bandwidth.

Position Description

The SVP of Business Development & Capture Management will lead a team of highly-skilled professionals focused on developing emerging opportunities in key strategic growth verticals and or products of Zayo, and on developing and executing data-driven capture plans that ensure effective target selection and high win rates on those opportunities Zayo pursues. The successful candidate will drive, build and lead a team responsible for strategic funnel development and partnerships by aligning with key stakeholders within Zayo, select partners and target customers. They must have a strong technical, financial and business background and be well versed in Zayo’s products as well as the competitive market place and key market trends within the communications infrastructure business. 

This leader will recruit, retain and motivate a team for high performance and personally build executive relationships with Zayo’s top accounts and opportunities. The ideal candidate has a strong understanding of various customer and competitor strategies with the ability to work on large, complex commercial deals and partnerships by applying a consultative and trusted advisor approach. 

Responsibilities

•  Lead team that generates long-term funnel opportunities and partnerships through strategic engagement with customers, vendors and partners

•  Establish joint technology roadmaps with customers that align with Zayo products and services, through strategic executive and technical relationships

• Work cross-functionally within Zayo to ensure alignment of product strategy and development by clearly articulating customer needs and market trends

• Actively participate in CTO and CIO events, providing thought-leadership on key industry and customer trends

• Clearly articulate the customer and competitor landscape to Zayo senior leadership, investors, and board of directors 

• Build strong and defensible business cases and partnerships aligned to driving equity-value creation

• Run capture process on new business opportunities as they come through the BD funnel to quickly identify bid/no bid decisions and narrow focus to targeted pursuits

• Lead strategic capture efforts throughout the sales lifecycle on targeted pursuits

• Perform market analysis, identify opportunities, develop and execute capture plans to drive a high win-rate on targeted pursuits

• Ability to work with executives and senior leadership

• Conduct competitive analysis to help Product develop competitive product and solutions

• Deliver strong financial results for Zayo by creating 12-36 month opportunities 

Qualifications

• Bachelor’s degree or equivalent from four-year College; or equivalent combination of education and experience.

• 10-15+ years’ in sales, business development, or relevant positions

• Existing Carrier, Reseller, Cloud/Hyperscale relationships across North America are required

• Builder of repeatable best practices and strong financial acumen.

• Demonstrated success and consistency in achieving funnel creation

• Excellent communication skills, both verbal and written.

• Effective problem-solving, leadership, and interpersonal skills.

• Knowledge of Microsoft Word, Excel, and PowerPoint; Salesforce a plus.

• Understanding of Zayo Networks value proposition, products and services such as Ethernet, OCN, IP Transport, Dark Fiber, Custom Access, and Colocation.

• Consistent focus on results and goal achievement.

• Strong teamwork skills and cross-functional leadership skills

• Ability to handle ambiguity and anticipate and quickly react to changes in a fast-paced environment.

• Ability to travel approximately 30-50% of the time.

Base pay range: $190,000 - $225,000, 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.