Head of Business Development, Assembly Business

Superior Essex • Sandy Springs, GA

1d

About The Position

Superior Essex Communications is expanding its fiber capabilities to include pre-terminated products and bulk cable sold through a direct commercial model, focused on the data center market. The Head of Business Development, Assembly Business will build and lead the commercial engine for this new venture, with accountability for winning customers, growing revenue, and establishing a strong market position in the data center segment.

Working closely with the General Manager and cross-functional partners, this leader will translate business strategy into a direct go-to-market plan, develop a pipeline of data center operators and other key end users, secure early and strategic customer wins, and build the sales organization and processes needed to scale. Reporting directly to the General Manager, Assembly Business, the role will serve as the primary customer-facing leader for the new business and the voice of the customer across the organization.

Requirements

• 20 or more years of progressive B2B sales or business development experience, including experience leading a sales or business development team.
• Proven track record selling directly into the data center or hyperscale infrastructure market, with established relationships among data center operators and key decision makers.
• Experience selling fiber optic cable, connectivity, or pre-terminated/structured cabling solutions; wire and cable experience is required.
• Experience designing, building, or scaling a direct sales motion or new commercial function, rather than managing a channel or distributor network.
• Demonstrated success negotiating large supply agreements, framework contracts, and project-based pricing with sophisticated customers and procurement organizations.
• Technical aptitude to engage customer engineering, design, and procurement teams on product specifications, configurations, and qualification requirements.
• Strong commercial and financial acumen, including pricing, margin management, pipeline management, and sales forecasting; proficiency with CRM tools.
• Ability to operate effectively in an entrepreneurial environment while leveraging the capabilities and processes of a larger organization.
• Excellent communication, negotiation, and relationship-building skills, with executive presence in customer-facing settings.
• Willingness to travel extensively to customer sites, industry events, and partner facilities.
• Bachelor's degree required, preferably in business, engineering, or a related field.

Nice To Haves

• Experience with both cable and assembly products.
• MBA or equivalent relevant experience.

Responsibilities

• Translate the Assembly Business strategy into a direct sales plan for the data center market, including target segments, priority accounts, value proposition, sales coverage model, and annual commercial targets.
• Identify, qualify, and win customers across hyperscale, colocation, and enterprise data center operators, as well as engineering firms, integrators, and contractors that influence purchasing decisions; develop a repeatable pipeline for pre-terminated assemblies and bulk cable.
• Own strategic account relationships, including executive engagement, account planning, supplier qualification and approval, and negotiation of supply agreements and framework contracts.
• Represent customer needs during product launches, convey market requirements to product, engineering, and operations teams, and lead customer trials, samples, and first orders.
• Establish pricing strategy, quoting processes, and commercial terms with finance and operations, supporting rapid project-based quoting while meeting competitive and margin goals.
• Recruit, develop, and lead the direct sales and business development team, including sales and applications engineering support as the business scales; implement CRM, sales processes, and operating cadence.
• Own the sales forecast, bookings, and revenue targets; report commercial KPIs such as pipeline coverage, win rate, bookings, and margin; provide demand visibility to operations and assembly partners for capacity planning.
• Monitor data center construction activity, customer capital plans, technology trends, and competitor offerings; identify emerging opportunities and adjacent segments and inform business strategy and product roadmap.
• Collaborate with operations, supply chain, assembly partners, customer service, and Superior Essex Communications' broader commercial organization to meet customer commitments and align the direct model with existing channel relationships.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive