Channel Development Director Jobs in Gaithersburg, MD

Company Description
Zayo provides mission-critical bandwidth to the world's most impactful companies, fueling the innovations that are transforming our society. Zayo's 141,000-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.
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.

Estimated Base Salary Range: $115,000 - $145,000 USD/annually.
#LI-REMOTE
The base pay range shown is a guideline and reasonable estimate for this role. It takes into account the wide variety of factors that are considered in making compensation decisions. Actual compensation offered may vary from the posted range based upon geographic location, work experience, skill level, certifications, and other business and organizational needs. Non- sales roles may be eligible to participate in a discretionary annual incentive plan. Sales roles may be eligible to participate in a sales incentive plan.
Additionally, this position may be eligible for certain benefits, such as health insurance, life insurance, disability retirement plans, paid time off.
The posting will be active for a minimum of 3 days. The active posting will continue to extend by 3 days until the position is filled.
Benefits, Rewards & Wellness

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

Zayo is an equal opportunity employer to all protected groups, including protected veterans and individuals with disabilities. If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment selection process, please contact us.
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.
As part of the application, hiring, onboarding, and/or employment process, Zayo or its affiliates, partners, and vendors may collect, store, and use biometric identifiers and biometric information (collectively, "Biometric Data"), such as fingerprints, facial geometry scans or other unique biological characteristics. Zayo uses CLEAR1, a third-party identity verification service, to verify applicant identity during the hiring process. CLEAR1 may collect Biometric Data, including facial geometry scans and/or other biometric identifiers, to authenticate your identity. Biometric Data will be retained pursuant to CLEAR1's policies, which can be found here: https://www.clearme.com/clear1-credential-policy-crp. Zayo will not sell, lease, trade, or otherwise profit from any applicant's or employee's Biometric Data. By proceeding with your application, you acknowledge this disclosure. Prior to any collection of Biometric Data - including through CLEAR - you may be presented with a separate consent form and asked to provide your written authorization in accordance with applicable federal, state, and local laws, including the Illinois Biometric Information Privacy Act (BIPA), the Texas Capture or Use of Biometric Identifier Act (CUBI), and other applicable biometric privacy statutes.