National Channel Director, Strategic Partner Development – SI/VAR

Zayo Group

6d•$115,000 - $145,000•Remote

About The Position

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

Requirements

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.

Nice To Haves

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.

Responsibilities

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.
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.
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.
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.
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.