National Channel Director, Consulting & Ecosystem Partnerships

Zayo Group

22h•$115,000 - $145,000•Remote

About The Position

Zayo is seeking an entrepreneurial and strategic leader to serve as the National Director, Consulting & Ecosystem Partnerships, responsible for building and executing the company's strategy for engaging consulting firms, managed service providers (MSPs), infrastructure partners, and other organizations that influence enterprise technology decisions and create new routes to market. Reporting to the VP of Indirect Strategy & Emerging Channels, this national leadership role will establish executive relationships, develop strategic partnership models, identify new business opportunities, and expand Zayo's participation in consulting-led and ecosystem-driven customer engagements. As this represents an emerging growth initiative, the successful candidate will play a key role in shaping how Zayo builds and scales these strategic partnerships.

Requirements

10+ years of experience in business development, strategic partnerships, alliance management, consulting partnerships, ecosystem development, or enterprise technology sales.
Demonstrated success building executive relationships within consulting firms, managed service providers, infrastructure providers, or technology ecosystems.
Experience developing go-to-market strategies, partnership programs, and business development initiatives.
Proven ability to influence executive stakeholders and lead complex cross-functional initiatives.
Strong understanding of enterprise technology buying cycles, digital transformation, and ecosystem-driven sales strategies.
Excellent communication, presentation, negotiation, and relationship management skills.
Ability to travel nationally as business needs require.

Nice To Haves

Existing relationships within organizations such as Accenture, Deloitte, Kyndryl, Slalom, Capgemini, Cognizant, Equinix, Digital Realty, Flexential, DataBank, or similar ecosystem partners.
Experience in telecommunications, networking, cloud, managed services, infrastructure, AI, cybersecurity, or adjacent technology markets.
Experience developing strategic partnership models, consulting relationships, or emerging routes to market.
Experience leading enterprise business development initiatives involving multiple stakeholders and complex solution sales.

Responsibilities

Develop and execute Zayo's consulting and ecosystem partnership strategy.
Build executive and operational relationships within targeted consulting firms, MSPs, infrastructure providers, and ecosystem partners.
Develop joint business plans that align partner capabilities with Zayo's strategic growth objectives.
Identify new routes to market and partnership models that accelerate long-term business growth.
Position Zayo as a preferred infrastructure, connectivity, and managed services partner within consulting-led and ecosystem-driven engagements.
Develop and drive strategic business opportunities through consulting firms and ecosystem partners.
Lead opportunities directly or collaborate with Channel Sales, Direct Sales, and other internal stakeholders based on business needs.
Develop joint account strategies, co-selling initiatives, referral programs, and customer engagement models.
Expand Zayo's participation in enterprise transformation, managed services, cloud, AI infrastructure, and digital modernization initiatives.
Build a sustainable pipeline that contributes measurable business growth.
Develop scalable partnership frameworks that support consulting firms, MSPs, infrastructure partners, and other ecosystem relationships.
Evaluate emerging partnership models, including co-delivery, embedded services, strategic referrals, and future white-label opportunities.
Collaborate with Marketing and Product teams on ecosystem programs, executive briefings, partner messaging, and market awareness initiatives.
Serve as a trusted advisor while promoting Zayo's value proposition throughout the technology ecosystem.
Partner with Sales, Channel, Marketing, Product Management, Operations, and Executive Leadership to execute strategic growth initiatives.
Coordinate internal resources to support partner success and complex customer engagements.
Provide market intelligence and ecosystem insights that influence business strategy, product direction, and future investment priorities.
Develop measurable business objectives with strategic ecosystem partners.
Conduct regular executive business reviews to identify growth opportunities and strengthen strategic relationships.
Provide executive leadership with visibility into partner performance, pipeline development, market trends, and strategic initiatives.