Market Development Director

About the role

This role requires customer/prospect engagement, relationship development, and leadership to execute the national sales strategy within the Data Center Services portfolio. Responsibilities include engaging with data center operators, hyperscale and AI platform operators, cloud/neo-cloud providers, general contractors, fiber service providers, and partners such as electrical integrators and value-added resellers (VARS). The position involves establishing and growing key strategic relationships in targeted markets while maintaining and expanding existing contacts. You will meet with client leadership and decision-makers, foster collaborative relationships between clients, global account leaders, program management, area directors, project managers, and Network Connex operating teams. The role will work with management to position, secure, and sell opportunities by understanding client business needs and leveraging the company’s unique outside plant fiber infrastructure capabilities for construction, splicing, testing, and repair/restoration services. You will also monitor 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 and sales models to ensure an integrated approach to key accounts with disciplined customer engagement cadence
• Maintain and provide accurate and timely key sales forecasting and performance KPIs
• Collaborate with the 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

Competencies and Skills

• Strong data center, hyperscale, AI, cloud, colocation, ISP, and 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
• Strong technical, financial, strategic, and business acumen is a plus
• Bachelor’s degree preferred
• 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
• Experience in data center, telecom, construction, infrastructure services, or similar project-based B2B environments strongly preferred
• Ability to travel regularly within assigned markets (2 positions available: GA and AZ) — 25–50% travel required

Benefits

• Health, dental, vision, and prescription insurance available on the 1st of the month following your start date
• Basic life insurance and short-term disability insurance fully funded by the company
• 401(k) plan with employer matching and immediate vesting
• 10 paid holidays per year