Business Development Director

Company Description

At Zayo Europe, we’re driven by a bold vision to power the world through connectivity. We’ve built and operated the critical fibre networks that keep businesses, communities, and economies connected. In 2024, we embarked on an exciting new chapter as a standalone company — a milestone that empowers us to innovate, grow, and lead with greater agility. As we continue to evolve, our mission remains clear: to deliver fast, reliable, and scalable infrastructure that fuels the digital world.

Description of Role and Responsibilities

The Business Development Director is tasked with developing, implementing and managing a market centric strategy to increase/drive revenue across the German region with additional responsibilities in other European markets depending on demand. Core responsibilities include:

Market Intelligence & Insight - The Business Development Director is expected to be a subject matter expert on the market dynamics in Germany, particularly focused on Data Centre Development and Hyperscale expansion to form a strategy to facilitate targeted investment.

Network Development & Investment - Identify both organic and inorganic opportunities to increase Zayo Europe's reach, capabilities across metro and long-haul networks. Responsible for supporting sales-led directives, and self-identified strategic investment opportunities, through Zayo Europe’s internal approval processes, including securing the requisite revenue streams to support each case. The successful candidate will be responsible for this activity across all Zayo Europe’s lines of business.

Strategic Partnerships – Individually identify and pursue opportunities to partner with data centres, cloud service providers, Carriers, government organisations, public sector bodies and real estate partners. The Business Development Director will form strategic relationships and manage existing agreements, to create mutually beneficial business outcomes for both parties.

Revenue Growth Initiatives - Assist in the development of programmatic initiatives which will drive multiple revenue streams across newly connected Data Centres and expanded assets. These will be both vertical and asset specific, leveraging market and customer insight, to drive revenue growth. The Business Development Director

will provide competitive landscape insight and pricing strategies and ensure accurate reporting.

Customer & Deal Pursuit - Directly engaging the field sales directors and teams to support sales pursuits from opportunity identification through close. Therefore, this role requires strong competencies to assist/lead the successful closing of solution sales; opportunity identification, presentation documentation and collateral support, developing/supporting RFP responses and proposals, and strong commercial acumen to support contractual and financial negotiations. Through these efforts, the Business Development Director will be able to demonstrate a robust pipeline and improved sales execution in their assigned markets. The role will also drive sales results in accounts tied to strategic partnerships.

This role is tasked with both enabling and driving sales team engagement through education, targeted support, Executive-level presentations and other tools and methods needed to support the organisations success in attaining the assigned sales targets. Through these efforts, core customers will clearly understand Zayo’s service offering, competitive differentiators and value proposition.

Responsibilities

Lead market growth strategies across customer segments, assets and strategic partnerships

Deal pursuit and support of solution sales, working in partnership with the sales organisation

Ensure transparent visibility of activity via Zayo Europe’s Salesforce platform, communicating frequently and effectively

Ability to create/consult on solutions for customers needing guidance for their application landscape

Develop mutually beneficial, long term strategic partnerships

Evangelise, internally and externally, the benefits of Infrastructure services and Zayo Europe’s value proposition

Create and manage programmatic revenue growth initiatives

Identify organic and inorganic investment opportunities, and drive internally and externally to a successful outcome

Demonstrated ability to engage to all levels inside an organisation (C-Level and VP/Director level)

Demonstrated ability to assess and negotiate options to sell and/or exchange through asset trade opportunities

Qualifications

Undergraduate degree in Business, Marketing, Engineering, Finance, or Economics or equivalent work experience

Minimum 8+ years’ sales, business development, product management, account management, or sales engineering experience including working knowledge of business customer applications in dark fibre, fibre optic construction, and network services

Solid understanding of the cloud, colocation and data centre ecosystem

Good understanding of the regulated industry (Government, Utilities) process to contract services

Solid understanding of the Fibre, Transport and Layer 3 Services (Dark Fiber, Private Dedicated Networks, Fiber Construction Services, Wavelengths, Ethernet, IP Transit and Cloud Interconnection)

Sound business judgement, proven ability to influence others and strong analytical thinking skills are critical to success in this position

Understand the fibre business and have worked on fibre lease or IRU contracts in the past

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

Strong PC skills including MS Office and CRM tools (e.g. Salesforce)

Strong business acumen

Language skills: German and English. Other European languages would be an advantage, but not necessary.

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 multitask, facilitate customer service, and solve problems

Ability to travel up to 50% of the time

Rewards

• •Competitive compensation including annual incentive plan
• •Generous paid time off policy including 30 days paid time off, one floating day and two volunteer days off per annum
• •Fitness membership discounts
• •Employee assistance programmes including mental health, wellbeing and medical support

Zayo Europe provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, colour, religion, age, sex, ethnic or national origin, disability status, genetics, military service status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable law.

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