[Hiring] National Channel Director, Strategic Partner Development @Zayo Group

Role Description

Zayo is seeking an entrepreneurial and strategic leader to serve as the National Director, Strategic Partner Development – SI/VAR, responsible for building and executing the company's strategy for engaging Systems Integrators (SIs), Value-Added Resellers (VARs), and other strategic technology partners. This national leadership role will expand Zayo's presence within targeted partner organizations, develop new routes to market, and drive partner-sourced, partner-influenced, and strategic revenue opportunities.

Reporting to the VP of Indirect Strategy & Emerging Channels, this individual will establish executive relationships, develop joint go-to-market initiatives, identify new business opportunities, and help shape the evolution of Zayo's SI/VAR strategy. As this is an emerging growth initiative, the successful candidate will have the opportunity to influence how the business is built while creating scalable programs that accelerate long-term growth.

Location: This remote work role will consider applicants that currently reside in the United States.

Key Responsibilities

• Strategic Business Development
  • Develop and execute Zayo's national SI/VAR growth strategy.
  • Build executive and operational relationships within targeted partner organizations.
  • Develop joint business plans that align partner capabilities with Zayo's strategic objectives.
  • Position Zayo as a preferred infrastructure and connectivity provider within partner solution portfolios.
  • Identify new partnership opportunities and emerging routes to market that support long-term growth.
• Business Development & Revenue Growth
  • Develop and drive strategic opportunities that generate revenue through SI/VAR partners.
  • Lead strategic opportunities directly or partner with Channel Managers, Direct Sales, and other internal stakeholders based on business needs.
  • Develop joint account plans, co-selling initiatives, and customer engagement strategies.
  • Expand Zayo's participation in enterprise and strategic customer opportunities.
  • Build a sustainable pipeline that contributes measurable business growth.
• Partner Enablement & Go-to-Market
  • Develop and execute partner enablement programs that increase awareness of Zayo's solutions and value proposition.
  • Collaborate with Marketing and Product teams on partner campaigns, events, messaging, and sales tools.
  • Serve as a trusted advisor to strategic partners while promoting Zayo's portfolio across the partner ecosystem.
• Cross-Functional Leadership
  • Partner with Sales, Channel, Marketing, Product Management, Operations, and Executive Leadership to execute strategic growth initiatives.
  • Coordinate internal resources to support partner success and customer engagements.
  • Provide market intelligence and partner feedback to influence business strategy and future investments.
• Business Performance
  • Develop measurable business objectives with strategic partners.
  • Conduct regular business reviews to evaluate progress and identify new growth opportunities.
  • Provide executive leadership with visibility into partner performance, pipeline development, and strategic initiatives.

Qualifications

• 8+ years of experience in channel sales, business development, strategic partnerships, alliance management, or enterprise technology sales.
• Demonstrated success building relationships with national VARs, Systems Integrators, technology solution providers, or similar strategic partners.
• Experience developing go-to-market strategies, partner programs, and business development initiatives.
• Proven ability to build executive relationships and influence senior stakeholders.
• Strong understanding of enterprise technology sales and indirect channel strategies.
• Excellent communication, presentation, negotiation, and relationship management skills.
• Ability to travel nationally as business needs require.

Preferred

• Existing relationships within organizations such as CDW, SHI, Insight, WWT, Presidio, ePlus, Connection, Trace3, Ingram Micro, or similar partners.
• Experience in telecommunications, networking, cloud, infrastructure, security, managed services, or adjacent technology markets.
• Experience building new routes to market or launching strategic partner initiatives.
• Experience leading complex enterprise business development efforts.

Benefits

• Excellent Health, Dental & Vision Insurance
• Retirement 401(k) Savings Plan
• Generous paid time off policy including paid parental leave