The Business Development Manager is responsible for driving revenue growth by developing and expanding business opportunities within the data center market. This role will identify new customers, build strategic relationships, and position the company's fiber optic infrastructure solutions as the preferred choice for hyperscale, colocation, enterprise, edge, and AI-driven data center projects.
The ideal candidate possesses a strong understanding of fiber optic infrastructure, structured cabling, data center networking, and the ecosystem of owners, operators, engineering firms, contractors, and technology partners.
Key Responsibilities- Develop and execute a strategic business development plan focused on the data center market.
- Identify, qualify, and pursue new business opportunities with hyperscale, colocation, enterprise, cloud, AI, and edge data center customers.
- Build and maintain executive-level relationships with data center owners, operators, developers, consultants, architects, engineering firms, and general contractors.
- Promote the company's fiber optic cable, connectivity, structured cabling, and network infrastructure solutions throughout the project lifecycle.
- Develop and manage a robust sales pipeline from prospecting through project award.
- Collaborate with engineering, product management, marketing, and operations to develop customer-focused solutions.
- Monitor industry trends, emerging technologies, and competitive activity to identify new market opportunities.
- Participate in industry conferences, trade shows, and networking events to increase market visibility and generate leads.
- Support customers with technical presentations, solution positioning, product demonstrations, and value-based selling.
- Develop strategic partnerships with distributors, system integrators, installers, and channel partners.
- Coordinate with internal teams to ensure successful project execution and customer satisfaction.
- Maintain accurate sales forecasts and pipeline reporting using SalesForce.
- Meet or exceed annual sales, revenue, and profitability objectives.
Requirements
- Bachelor's degree in Business, Engineering, Telecommunications, Marketing, or a related field (or equivalent experience).
- 5-10+ years of business development or technical sales experience in fiber optics, telecommunications, networking, structured cabling, or data center infrastructure.
- Proven success selling into the data center industry.
- Strong understanding of:
- Fiber optic cable systems
- High-density connectivity
- Structured cabling standards
- Data center architecture
- Optical networking
- AI and high-performance computing infrastructure
- Experience working with EPC firms, consultants, contractors, and large enterprise customers.
- Demonstrated ability to negotiate complex commercial agreements.
- Excellent presentation, communication, and relationship-building skills.
- Proficiency with CRM platforms and Microsoft Office Suite.
- Willingness to travel approximately 40-60% as required.
