Market Development Director

About the role

This role requires customer and prospect engagement, relationship development, and leadership to successfully execute our national sales strategy within the Data Center Services portfolio. You will engage with data center operators, hyperscale and AI platform operators, cloud/neo-cloud providers, general contractors, fiber service providers, and various partners such as electrical contractors, integrators, and value-added resellers (VARS) in identified markets.

Responsibilities include establishing and growing new key strategic relationships within targeted markets while maintaining and expanding existing contacts. You will identify and meet with key client leadership and decision-makers, developing a strong matrix management approach to foster collaborative relationships between clients, global account leaders, program management, area directors, project managers, and Network Connex operating teams.

This role involves positioning, securing, and selling opportunities within new and existing clients by understanding their business needs and leveraging our unique outside plant fiber infrastructure capabilities for fiber construction, placement, splicing & testing, and repair/restoration services. You will maintain 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, providing leadership through effective goal setting and communication.
• Develop integrated business development planning and sales models to ensure a disciplined cadence of customer engagement.
• 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.
• Build relationships with target customers, general contractors, developers, and strategic partners in 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 align growth opportunities 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 technical aptitude in Data Center, hyperscale, AI, Cloud, Colo, ISP, and OSP environments.
• 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 partnering with Sales Engineering, Procurement, Architecture, Network Engineering, and DC operations teams.
• Strong technical, financial, strategic, and business acumen (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 (25-50%).

Benefits

• Health, dental, and vision 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.
• Vanguard 401(k) plan with immediate vesting and a 5% company match.
• 10 paid company holidays per year.
• Generous PTO accrual schedule.
• Access to discounts on useful products and services.

Two positions available: Georgia (GA) and Arizona (AZ).