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About the Role

The Business Development Manager will drive revenue growth by developing new business, expanding market presence, and penetrating strategic accounts within the Data Center and Telecom markets. This role requires identifying new opportunities, promoting cross-brand solutions, and building strong customer relationships to establish Integra Optics, Transtector, and PolyPhaser as preferred partners. Success depends on strong technical sales skills, disciplined opportunity management, and the ability to influence key stakeholders.

Responsibilities

Develop new business, expand market presence, and drive incremental revenue growth through proactive customer engagement, opportunity development, and strategic account penetration.
Identify and pursue new opportunities across the Data Center and Telecom markets.
Promote cross-brand solutions and build strong relationships to position Integra Optics, Transtector, and PolyPhaser as the preferred partner.
Stay current on industry trends, products, competitors, and standards to create account plans and drive execution from prospecting to winning new customers.
Prospect and develop new opportunities through outbound activity and strategic outreach.
Convert qualified leads into active quotes.
Build and execute account and territory plans with sales leadership.
Own RFQs and quoting from intake to close, including 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.
Maintain CRM hygiene and provide weekly sales activity reports, forecasts, pre/post-travel summaries, and a pipeline funnel.
Use competitive and performance insights to improve conversion rates and adjust strategy.
Participate in pipeline reviews weekly with direct manager and monthly/quarterly reviews with senior leaders.
Present on the company and product overview, outlining key value and differentiators.
Learn about key competitors and market dynamics.
Conduct introduction calls with existing customers.
Develop target lists of new customers for prospecting.
Visit new targets or existing customers.
Present account plans and pipeline reviews.
Build a pipeline of new opportunities.
Sell the full ACS portfolio across Data Center and Telecom markets, including Integra Optics transceivers, coded optics, fiber connectivity, Transtector AC/DC power conditioning, surge protection, grounding, and PolyPhaser RF/coaxial surge protection.
Position cross-brand solutions such as ACS Integrated solutions as a differentiated offering.
Develop new business opportunities through proactive prospecting, solution positioning, and opportunity qualification.
Execute strategic account penetration plans to expand Infinite Electronics’ company presence within key industrial OEMs, integrators, contractors, and end-user accounts.
Promote cross-selling with all IE products that address customer needs for multiple applications.
Leverage custom-engineering capabilities with an integrated solution.
Build and maintain strong customer and channel relationships.
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 product to market with customers.
Generate leads and set qualified meetings through trade shows, participation in key organizations/groups, and social selling (LinkedIn).
Secure specification positions with customers that convert into measurable revenue and recurring opportunities.
Influence purchasing decisions through third parties, distributors, and end customers to drive pull-through demand and win preferred positions.
Travel is part of this role’s responsibilities, including customer visits, supplier meetings, industry conferences, and internal gatherings.

Requirements

10+ years of sales experience in the Data Center and Telecom markets.
Experience selling fiber connectivity and optical transceivers, power and surge protection, and/or RF protection solutions to data center operators, telecom and wireless carriers, network providers, and the integrators and OEMs that support them.
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, NATE, Fiber Broadband Association).
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.
Candidates must stay current on industry trends, products, competitors, and standards.
Success requires strong technical sales capability, disciplined opportunity management, and the ability to influence engineers, product line managers, executives, and key customer stakeholders.
The ideal candidate brings an established network of contacts, strong technical presentation skills, accurate forecasting, and a track record of profitable quota attainment.
Proven hunter who can open doors, create demand, build a pipeline from scratch, and convert technical opportunities into revenue.
Demonstrated success prospecting into data center operators (hyperscale, colocation, enterprise, AI/HPC), telecom and wireless carriers, network and internet service providers, tower and wireless infrastructure operators, and the integrators and OEMs that build and support data center and telecom network infrastructure.
Experience with optical transceivers and coded optics, fiber cable assemblies and structured cabling, high-speed networking (100G/400G/800G), AI/ML fabric and data center interconnect (DWDM/DCI), telecom central office and outside plant, wireless and 5G/RAN sites, tower and small cell deployments, AC/DC power conditioning and surge protection, RF/coaxial surge protection, and grounding and bonding for network and communications infrastructure.
Solution-oriented, collaborative, and accountable for results while exhibiting ownership and urgency.
Dependable, accountable, and consistent in follow-through.
Highly organized with strong time management and prioritization skills.
Demonstrates professionalism, reliability, and sound judgment.
Detail-oriented and able to manage multiple priorities effectively in a dynamic environment.
Able to perform effectively under deadlines and changing business needs.
Strong communication and collaboration skills across technical and commercial teams.
Maintains a professional presence and represents the organization effectively in internal and external settings.
Demonstrates ownership, urgency, collaboration, accountability, and a solutions-oriented approach.
Frequently uses hands and fingers to operate office equipment such as a keyboard, mouse, telephone, and other standard office tools.
Must be able to visually assess information on screens, documents, and reports.
Frequently reads, interprets, and analyzes written and visual information.
Occasionally lifts or moves items up to [10–15] pounds (e.g., files, laptop, meeting materials).
Must be able to effectively communicate information and ideas in person, via video conference, and through written communication.
May require extended periods of screen time.
May occasionally be required to attend meetings or events outside of normal workspace or business hours.

Skills

Technical sales
Opportunity management
Customer engagement
Strategic account penetration
Prospecting
Solution positioning
Opportunity qualification
Cross-selling
Relationship building
Market analysis
Competitive intelligence
Lead generation
Social selling (LinkedIn)
Pipeline management
Forecasting
Quoting
Negotiation
CRM proficiency
ERP proficiency
Microsoft Office Suite (Excel, Word, PowerPoint)
Optical transceivers
Coded optics
Fiber cable assemblies
Structured cabling
High-speed networking (100G/400G/800G)
AI/ML fabric
Data center interconnect (DWDM/DCI)
Telecom central office and outside plant
Wireless and 5G/RAN sites
Tower and small cell deployments
AC/DC power conditioning
Surge protection
RF/coaxial surge protection
Grounding and bonding
Communication skills
Time management
Prioritization
Professionalism
Reliability
Judgment
Detail-orientation
Collaboration

Location

Remote in NJ, PA, or NY

Work Type

Remote
Office-based
Hybrid

Experience Level

10+ years of sales experience

Education Level

Bachelor’s degree or equivalent experience in a technical/vocational field

Salary/Compensations

Achieve a revenue goal for new customers with $625K per quarter with a 12-month revenue goal of $2.5M. Grow existing base business by 10% YoY with new products or new projects.

About the Company

Infinite Electronics powers a global portfolio of specialized connectivity companies delivering reliable engineered solutions worldwide.
Built as a unified platform for speed, scale, and reliability, the company combines shared infrastructure, best-in-class logistics, and deep engineering expertise to support mission-critical connectivity needs.
Through scalable global operations and rapid development capabilities, Infinite helps customers accelerate innovation and bring new ideas to market.
Infinite Electronics companies offer strong value-added solutions across several areas, including power distribution, surge protection, EMP, RF, cables, fiber optic solutions, connectors, sensors, and antennas.
This broad product portfolio is supported by robust engineering capabilities and vertically integrated global manufacturing operations.
Infinite Electronics is the first choice for customers across various markets, including telecommunications, industrial, military, energy, medical, transportation, and data centers.
Founded in 2007, Integra Optics has quickly become a recognized leader in optical transceivers, fiber cable assemblies, and connectivity solutions for telecom, data centers leveraging AI , and other high-speed networks.
As one of the first to pioneer third-party coded transceivers, Integra enables customers to code optics across multiple OEM platforms, helping data center operators, internet providers, and carriers expand and maintain reliable fiber infrastructure where network uptime is paramount.
The business’ key differentiators are technical expertise, product breadth, and speed to market.
Founded in 1967, Transtector is one of the most established and trusted companies in the surge protection industry.
A pioneer in integrated power systems, Transtector is known for precision engineering and patented innovations that perform in the harshest conditions while protecting against surges, EMI, and EMP events.
Through its engineering-focused approach, Transtector coordinates multiple protection components and connectivity technologies to deliver high-performing, integrated solutions that meet even the most stringent industry standards.
Since 1979, PolyPhaser has defined the global standard for RF surge protection and grounding.
Trusted in first-responder two-way radio networks, defense mobile systems, telecom radio, GPS systems, utility SCADA, FAA air traffic systems, and rail communication systems, PolyPhaser supports secure delivery of mission-critical signals and data.
For decades, PolyPhaser has been the standard for RF surge protection and performance.

Equal Opportunity

Infinite Electronics is proud to be an Equal Employment Opportunity and Affirmative Action employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, gender expression, marital status, age, national origin, disability status, protected veteran status, or any other characteristic protected by law.
We are committed to building a diverse workforce and actively encourage women, minorities, individuals with disabilities, and veterans to apply.