Full-time Business Development, Superior Essex

Superior Essex Communications is expanding its fiber capabilities to include

pre-terminated products and bulk cable sold through a direct commercial model,

with a focus on the data center market. The Head of Business Development,

Assembly Business will build and lead the commercial engine of 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 the 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 required 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.

Responsibilities:

• Go-to-Market Execution: Translate the Assembly Business strategy into an
• actionable direct sales plan for the data center market, including target
• segments, priority accounts, value proposition, sales coverage model, and
• annual commercial targets.
• Customer Acquisition & Pipeline Development: Identify, qualify, and win new
• customers across hyperscale, colocation, and enterprise data center
• operators, as well as the engineering firms, integrators, and contractors

that influence their purchasing decisions. Build a sustainable, repeatable

pipeline for both pre-terminated assemblies and bulk cable.

• Key Account Management: Own relationships with strategic accounts, including
• executive-level engagement, account planning, supplier qualification and
• approval processes, and negotiation of supply agreements and framework
• contracts.
• New Product Introduction Support: Serve as the voice of the customer during
• product launch, bringing market and customer requirements (product
• configurations, lead times, testing, labeling, and documentation standards)
• to product, engineering, and operations teams, and leading customer trials,
• samples, and first orders.
• Pricing, Quoting & Deal Structuring: Establish pricing strategy, quoting
• processes, and commercial terms in partnership with finance and operations,
• enabling rapid, project-based quoting while ensuring deals are competitive
• and meet margin targets.
• Sales Organization Build-Out: Recruit, develop, and lead the direct sales and
• business development team, including sales and applications engineering

support as the business scales. Implement the CRM, sales processes, and

operating cadence needed to manage a growing book of business.

• Forecasting & Performance Management: Own the sales forecast and bookings and

revenue targets. Establish and report commercial KPIs such as pipeline

coverage, win rate, bookings, and margin, and provide demand visibility to

operations and assembly partners to support capacity planning.

• Market & Competitive Intelligence: Monitor data center build-out activity,

customer capital plans, technology trends, and competitor offerings. Identify

emerging opportunities and adjacent segments, and inform the business

strategy and product roadmap.

• Cross-Functional Collaboration: Partner with operations, supply chain,
• assembly partners, customer service, and the broader Superior Essex
• Communications commercial organization to deliver on customer commitments and
• align the direct model with existing channel relationships.
• Position Requirements:
• The successful candidate should combine strong new-business-development
• orientation and credibility with data center customers with the discipline to

build a scalable commercial function. Recommended qualifications include:

• 20+ 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; experience with both cable and
• assembly products is a strong plus.
• Experience designing, building, or scaling a direct sales motion or new
• commercial function, as distinct from managing a channel or distributor
• network.
• Demonstrated success negotiating large supply agreements, framework
• contracts, and project-based pricing with sophisticated customers and
• procurement organizations.
• Sufficient 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.
• Wire and cable experience required.
• Willingness to travel extensively to customer sites, industry events, and
• partner facilities.
• Bachelor’s degree required, preferably in business, engineering, or a related
• field; MBA or equivalent relevant experience preferred.