Senior Business Development Manager - Data Center

General Duties and Responsibilities

• Revenue Growth
  • This is a senior, market-development sales role centered in Ashburn / Northern Virginia—the largest data center market in the world—requiring a proven hunter and trusted advisor who can engage at every level, create demand, build pipeline, and close complex, multi-stakeholder opportunities.
  • The ideal candidate brings an established network of relationships across hyperscale, colocation, enterprise, and AI/HPC data center operators, and the integrators, OEMs, and engineering firms that design and build them.
  • Drive cross-brand solutions into both the network and the rack pairing Integra Optics transceivers, coded optics, and fiber connectivity at the network layer with Transtector AC/DC power conditioning, surge protection, and grounding at the rack and facility layer.
• Develop new business opportunities across targeted market segments through proactive prospecting, solution positioning, and opportunity qualification.
  • Experience with optical transceivers and coded optics, fiber cable assemblies and structured cabling, high-speed networking (100G/400G/800G and beyond), AI/ML fabric and GPU cluster networking, leaf-spine and switch architectures, DWDM and data center interconnect (DCI), rack-level power distribution and conditioning, surge protection and grounding/bonding, and the technical, design, and uptime requirements of mission-critical data center environments.
• Execute strategic account penetration plans to expand Infinite Electronics’ company presence within key industrial OEMs, integrators, contractors, and end-user accounts.
  • Own and grow senior-level relationships across hyperscale and cloud providers, colocation and multi-tenant operators, enterprise and AI/HPC data centers, data center developers and design-build firms, network infrastructure integrators and contractors, OEM switch and equipment platforms, structured cabling and connectivity partners, and distributor partners serving the Ashburn / Northern Virginia data center market.
  • Promote cross-selling with all IE products that address customer needs for multiple applications and leverage custom-engineering capabilities with an integrated solution.
  • Build and maintain strong customer and channel relationships to position products and companies as a preferred partner.
  • Gather, interpret, and communicate market insights, competitive intelligence, and emerging opportunities to internal stakeholders.
  • Work closely with Product Management, Marketing, and Inside Sales to support the product to market with customers.
  • Generate leads and set qualified meetings through trade shows, participation in key organizations/groups, and social selling (LinkedIn), converting engagement into pipeline.
  • Secure specification positions with customers that convert into measurable revenue and recurring opportunities.
  • Influence purchasing decisions through third parties (e.g., integrators), distributors, and end customers to drive pull-through demand and win preferred positions.
  • Prospect and develop new opportunities through outbound activity, strategic outreach, and convert qualified leads into active quotes.
  • Build and execute account and territory plans with sales leadership, defining target accounts, pipeline goals, key pursuits, customer QBRs, and the actions required to achieve quota.
  • Own RFQs and quoting from intake to close, answering technical/availability questions, delivering timely quotes, negotiating pricing with margin discipline, and following up to secure purchase orders.
  • Consistently meet or exceed revenue and profitability quotas for the assigned territory and account base.

Qualifications

• Bachelor’s degree or equivalent experience in a technical/vocational field.
• 15+ years of sales experience in the Data Center market, including a proven track record selling optical transceivers, fiber connectivity, power and surge protection, and grounding solutions into both the network and the rack for hyperscale, colocation, enterprise, and AI/HPC data center operators, with an established network of relationships in the Ashburn / Northern Virginia market and the integrators, OEMs, and design firms that support it.
• Established relationships with key industry leaders, governing agencies, and industry organizations in the market (Ex. OCP (Open Compute Project), Uptime Institute, 7x24 Exchange, BICSI, OFC, iMasons, AFCOM).
• Strong interpersonal skills, sound business judgment, a customer-focused mindset, and a proven track record of delivering revenue growth.
• Excellent written and verbal communication skills, including the ability to communicate complex ideas clearly and professionally in English.
• Strong proficiency and working knowledge of Microsoft Office (Ex, Excel, Word, & PowerPoint), CRM, and ERP.
• Experience working successfully in a fast-paced environment with evolving priorities.