Market Development Director

This will require customer/prospect engagement, relationship development and leadership, to successfully execute our national sales strategy within the Data Center Services portfolio. This will include engagement with DC operators, hyperscale, AI platform operators, Cloud/Neo-cloud, general contractors, fiber service providers, and various partners such as electrical, integrators, and value-added resellers (VARS) with identified markets. This role will also be responsible for establishing and growing new key strategic relationships within targeted markets, while also maintaining/expanding ongoing relations with existing contacts. In addition, identify and meet with key client leadership and decision makers, and develop a strong matrix management approach that establishes and fosters strong collaborative relationships between clients, global Account leaders, Program Mngt., Area directors, PMs, and Network Connex operating teams. This role will work with management to position, secure, and sell opportunities within new and existing clients by thoroughly understanding client business needs, IIn addition, help leverage our unique Outside plant fiber infrastructure capabilities for fiber construction, placement, splicing & testing, and repair/restoration services. All while maintaining a pulse on industry business cycles to prioritize sales efforts toward high potential projects.

Responsibilities

Execute business development efforts for new and existing key accounts and provide leadership through effective goal setting and communication; Develop integrated business development planning/sales models to ensure an integrated approach to key accounts with disciplined cadence with customer engagement; Maintain and provide accurate and timely key sales forecasting and performance KPIs; Collaborate with Senior Sales Team and Global Account leaders during the sales process, from initial contact through contract negotiation; Own market activation plans for assigned target geographies; Assist with building relationships with target customers, general contractors, developers, and strategic partners in select priority markets; Identify and pursue new logo and expansion opportunities within assigned markets; Partner with Sales leadership to develop territory-specific pursuit strategies and target-account plans; Translate market strategy into actionable customer engagement and opportunity development; Support early-stage opportunity shaping, qualification, and competitive positioning; Coordinate with Operations, Forecasting, and leadership to ensure growth opportunities align with delivery readiness; Provide regular updates on market pipeline, customer activity, competitive movement, and key barriers to entry; Help accelerate revenue growth and market penetration in approved strategic geographies

Requirements

Strong Data Center hyperscale AI / Cloud / Colo/ ISP/OSP technical aptitude; Working knowledge of low voltage scopes including structured cabling (copper & fiber), security systems, DAS, AV, and ELV systems; Strong understanding of white space vs. gray space scopes; Experience supporting Day 2 / live data center work; Ability to collaborate with estimating and operations teams prior to customer commitments; Willingness to attend early-morning site walks and off-hour customer meetings; Availability for industry events, customer meetings, and partner engagements; Comfortable working in active construction sites and live data center environments; Confident in partnering with Sales Engineering, Procurement, Architecture, Network Engineering, and DC operations teams; 3-5+ years of experience in business development, market development, strategic sales, or geographic expansion roles; Strong relationship-building and prospecting capability; Experience opening new markets, building pipeline, or driving growth in new geographies; Comfortable operating cross-functionally with Sales, Operations, and executive leadership; Strong executive presence and communication skills; Ability to travel regularly within assigned markets (2 positions needed - GA and AZ) 25-50%

Nice to have

Bachelor’s degree; Experience in data center, telecom, construction, infrastructure services, or similar project-based B2B environments; Strong technical, financial, strategic, and business acumen

Benefits

Competitive base pay; comprehensive benefits package; Vanguard 401(k) plan with immediate vesting and 5% company match; Health/Dental/Vision/Prescription Plan; Basic Life Insurance and Short-Term Disability Insurance fully funded by the company; 10 paid company holidays; generous PTO accrual schedule; access to discounts on useful products and services