Director, Strategic Business Development

• Develop and execute the revenue and market-entry strategy for the data center, hyperscale, colocation, AI infrastructure, and adjacent industry sectors, establishing a sustainable approach for long-term growth.
• Leverage deep industry expertise and an established network of relationships to identify qualified prospects, gain access to key decision-makers, and generate new business opportunities.
• Originate, develop, and close strategic new client opportunities, maintaining primary accountability for building pipeline, converting prospects, and achieving revenue growth objectives.
• Build DISA’s market presence through active participation in industry conferences, events, associations, and other networking opportunities that strengthen relationships and generate qualified business opportunities.
• Develop and maintain executive-level relationships with prospective and existing clients to understand business needs, influence purchasing decisions, and identify opportunities for continued growth.
• Lead the sales process from initial engagement and discovery through solution development, proposal, negotiation, and contract execution, coordinating the appropriate internal resources throughout the process.
• Mobilize cross-functional resources across Revenue, Product, Operations, Marketing, Finance, Legal, and other functions to evaluate strategic opportunities, align capabilities with client requirements, address organizational readiness needs, and advance new business opportunities through successful close and onboarding.
• Establish and continuously refine repeatable sales processes, market approaches, tools, and best practices that enable successful business development efforts to be sustained and scaled across the organization.
• Serve as an internal industry expert, providing market intelligence and educating leadership and cross-functional teams on industry dynamics, client expectations, buying behaviors, competitive considerations, and emerging opportunities.
• Monitor pipeline, new client acquisition, revenue performance, and market activity to evaluate progress, identify risks and opportunities, and recommend actions that accelerate growth.
• Consistently achieve or exceed assigned revenue growth and performance targets.
• Perform additional duties assigned by management.

Key Skills and Experience

• Bachelor's degree in business administration, marketing, communications, or equivalent combination of education and relevant professional experience required.
• 10+ years of progressive experience in business development, strategic sales, market development, or related commercial roles.
• 5+ years of leadership experience developing, coaching, and coordinating high-performing sales teams to achieve strategic growth objectives.
• Demonstrated success developing and executing go-to-market, market-entry, and business development strategies that establish and expand an organization's presence within the data center, hyperscale, colocation, AI infrastructure, and adjacent industry sectors, with a hands-on approach to generating opportunities and advancing growth.
• Preferred experience building and engaging coalitions, industry consortia, standards bodies, trade associations, or other collaborative multi-party industry programs to advance shared strategic and market-development objectives.
• Established executive and decision-maker level networks and demonstrated industry credibility within this specialized market, with a proven ability to leverage strategic relationships to secure introductions, generate qualified opportunities, and accelerate business development.
• Demonstrated success leading complex business-to-business sales through consultative, relationship-based sales methodologies involving multiple decision-makers and extended enterprise sales cycles.
• Advanced revenue and commercial acumen with the ability to quickly evaluate market opportunities, understand client economics, and develop strategies that support sustainable revenue growth.
• Exceptional communication, presentation, and business storytelling skills, with a passion for engaging internal teams and building greater organizational capability to articulate business value and influence client decisions.
• Proficient with Microsoft Office applications, CRM platforms (e.g., Salesforce), and other business productivity and task management tools

Travel: This position requires regular travel to support client meetings, industry conferences, trade shows, networking events, and business development activities. Travel is expected to average approximately 25% and may increase based on business needs.