Gordon McCulloch

Business Development Director @Zayo Group

London, GB

I have recently led a team of business development directors and GIS fibre planners.Provide business development support leading to additional new business annualised recurring revenue of >$20mResponsible for fibre and DWDM customer opportunities in Europe. Targeted sectors include DC, Hyperscale, Carriers, MNOs, Financial Services & Enterprise. Responsible for maximising the value of the current Zayo footprint and growing that footprint (organically and inorganically).With Sales, id opportunities, engage customer, develop solutions and author the RFP response or customer proposal. Assist with the business case production and typically lead the customer negotiations (especially for the larger and more complex deals). I have conceived and implemented novel & innovative technologies including single fibre working private DWDM networks and Optical Service Channel overlay solutions.Personal major wins include a multi thousand km European network for an Asian network operator (7 figure contract value). Prior to my RFP response Zayo had no track record with this client and had sub-optimum footprint compared to several other EU carriers. Contract was awarded Q3 18 to Zayo based on excellent and full responses, ability to manage third parties and novel methods of addressing loss budgets.The key to my success has been not only the ability to design bespoke innovative solutions but also to negotiate with both the customer and suppliers resulting in profitable and de-risked solutions. An example of this was a recent national core edge network where the client saw benefit in a single supplier providing both the diverse connectivity to Edge DCs in all major metros and also the secure space and power facilities within the DCs. Parallel negotiations with the client and 8 separate DC operators resulted in award to Zayo of a 7 figure TCV contract.

University of Surrey

MSc

University of Strathclyde

MBA

University of Strathclyde

BSc Hons