Hyperscale-Long Haul-Middle Mile Business Development Role - Digital Solutions Business Unit

Team Overview and Job responsibilities

The Digital Solutions sales team in North America consists of approximately 10 sales managers + several external sales rep agents. This team is responsible for achieving sales and profits across all markets in North America, except enterprise, for fiber cable and outside copper cable.

This role will transform over the first few years of implementation. The role will begin as a business development/relationship building role and is expected to later transition into a regional sales director role within several years. The beginning objective of the role is to develop close business relationships with hyperscale companies and their partners who build outside plant fiber networks to connect their assets. Companies include: Amazon Web Services, Google, Meta, Oracle, Microsoft, Equinix, Zayo, Lumen and others.

What does "building relationships" with these customers really mean? What is expected?

• Determine their org structure, who are the decision makers for fiber cable (HQ and regional)
• Build awareness of the Prysmian brand with those decision makers.
• Determine the projects that involve fiber cable, both short and long term (their funnel)
• Educate the customer on Prysmian products, specs, value, strength. Ensure new products are launched and shared effectively.
• Ensure the customer's voice and needs are making it to our Product Roadmap
• Gather intelligence about competitors ( strengths, weaknesses, opportunities, threats)
• Determine other OSP vendors the customer likes to work with (duct, splicing, installations, etc) and develop effective relationship there also.

The phase 2 aspect of this role involves moving into a regional sales director role, overseeing both key accounts and territory management. The accounts and territory would be determined at a future date.

Objectives:

Advance Prysmian's position and brand awareness in the hyperscale/long haul/middle mile segment. Enable the sales team to achieve improved sales results in the hyperscale/long haul/middle mile segment. Be the voice of the customer to help Prysmian stay on the leading edge of products needed in this segment. Expand the number of customers that Prysmian interfaces with in this segment. Train and educate our sales team how to effectively work with customers in this segment. Help develop sales and marketing materials for this segment. Work closely with the product management team on literature, social media, and other marketing to help advance the Prysmian brand.

The role could require >40% overnight travel during a normal work week.

Compensation involves base salary + quarterly bonus program. A company car is included as part of the compensation package.

The successful candidate will require a well balanced mix of technical, consultative, and relationship sales techniques. A successful candidate will be proactive in building existing relationships, finding new relationships, investigative work, and making Prysmian a relevant factor in the customers business success. The role requires above average public speaking and presentation skills as these are a key daily part of the role. Your support team includes sales managers, product managers and field service managers.

Who are we looking for?

Required qualifications:

• Prior experience with outside plant fiber cable is a must.
• Prior experience in hyperscale, middle mile, and dark fiber routes is a must.
• Must be proficient with WORD, Excel and Powerpoint
• Remote working location is acceptable.

Preferred qualifications:

• Prior experience in fiber splicing, OSP cable installations, or OSP engineering,
• Knowledge of fiber network architecture and PON network design
• An engineering degree is highly valued, but not a requirement.

Work Location:

Remote, must be within 2 hour drive of major US airport.

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