Sales Director - Data Center Infrastructure & Services

Department: Corporate Services - Sales

Location: Greenbelt, MD

Description

JSI invites you to join our team as a Sales Director – Data Center Infrastructure & Services on our Corporate Sales team, where you'll play a critical role in advancing broadband and telecommunications initiatives that expand connectivity and drive digital inclusion—while advancing your career within a mission-driven, growth-focused organization.

About the Company:
JSI is a leading full-service consulting firm specializing in broadband solutions. For over 60 years, JSI has helped communications and infrastructure providers design, build, optimize, and operate critical networks across the United States. Today, JSI combines deep engineering expertise, operational consulting, broadband infrastructure leadership, and managed services capabilities to support the next generation of digital infrastructure growth.

As AI, hyperscale computing, and broadband expansion continue to reshape the market, JSI is investing aggressively in helping clients bring complex infrastructure online faster, more efficiently, and with lower operational risk.

JSI offers a collaborative, entrepreneurial environment where experienced professionals can help shape strategy, influence market direction, and drive meaningful growth in one of the fastest evolving sectors in technology infrastructure. we have provided independent communications service providers with expert financial, engineering, management, operational, regulatory, and strategic guidance. Our extensive industry knowledge and proven track record of success have empowered clients to achieve sustainable growth and profitability. With clients nationwide and a powerful presence in markets across the United States, JSI empowers rural and regional broadband providers to expand, evolve, and excel in a rapidly shifting digital world.

Position Overview:
As the Sales Director – Data Center Infrastructure & Services, you will help expand JSI’s presence within the rapidly growing U.S. data center market. This individual will lead strategic business development efforts targeting hyperscale, colocation, edge, wholesale, AI, and carrier-integrated data center operators nationwide.

This role is designed for a sales professional who has deep and broad relationships throughout the sector and who understands the operational, infrastructure, and commercial challenges associated with bringing modern data centers online quickly, efficiently, and at scale.

The successful candidate will leverage JSI’s extensive capabilities across broadband infrastructure, fiber design and deployment, structured cabling, engineering, consulting, managed services, operational transformation, and network support to help data center operators accelerate deployments, improve operational readiness, and optimize long-term performance.

This is both a market expansion and relationship development role. The individual will work collaboratively with JSI account teams, engineering leaders, consultants, and delivery organizations while also independently developing and managing strategic accounts.

The role reports to the Chief Revenue Officer (CRO) and will play an important role in helping shape JSI’s long-term strategy within the digital infrastructure and data center vertical.

Responsibilities

• Expand upon and execute a national go-to-market strategy focused on U.S. data center operators and digital infrastructure providers.
• Identify, develop, and close opportunities across hyperscale, colocation, edge, AI, and carrier-integrated data center environments.
• Position JSI’s full portfolio of services including:
  · Fiber design and construction
  · Structured cabling
  · Broadband and network engineering
  · Managed network and operational services
  · Consulting and operational transformation services
  · Program management and deployment support
  · Environmental services
• Build executive-level relationships across operations, engineering, finance, procurement, and infrastructure leadership teams.
• Work collaboratively with JSI subject matter experts to develop customer-specific solutions and value propositions.
• Drive consultative, multi-stakeholder sales engagements from discovery through contract execution and delivery transition.
• Maintain disciplined pipeline management, forecasting, and opportunity tracking within JSI’s CRM platform.
• Represent JSI at industry conferences, customer meetings, and strategic partner engagements across the United States.
• Help shape JSI’s long-term strategy and positioning within the data center and digital infrastructure vertical.
• Support collaborative overlay selling motions with existing JSI account teams while independently managing select strategic opportunities and customer relationships.
  
  

Qualifications

Required:

• Bachelor’s degree required; business, engineering, finance, or related discipline preferred.
• 8 years of enterprise sales, business development, or strategic account management experience within digital infrastructure or data center markets.
• Proven experience selling into or working with data center operators, hyperscalers or colocation providers.
• Strong understanding of data center infrastructure environments including fiber, power, connectivity, structured cabling, network operations, and deployment lifecycle management.
• Demonstrated success managing complex consultative sales cycles and multi-stakeholder engagements.
• Experience developing executive relationships across operations, engineering, procurement, finance, and infrastructure leadership teams.
• Strong commercial acumen with the ability to position solutions using ROI, capex/opex, operational efficiency, and transformation metrics.
• Experience working within matrixed organizations and leading cross-functional pursuit teams.
• Strong CRM discipline and pipeline management skills.
• Excellent communication, presentation, and executive engagement skills.
• Self-directed, collaborative, and comfortable operating in a fast-paced growth environment.
• Willingness to travel approximately 30%–50% domestically.

Preferred:

• Experience with hyperscale, AI infrastructure, edge computing, or wholesale colocation environments.
• Prior experience with a fiber contractor, MSP, data center infrastructure provider, broadband engineering firm, systems integrator, or consulting organization.
• Familiarity with broadband carrier environments and carrier-integrated data center strategies.
• Existing relationships within the U.S. data center ecosystem strongly preferred.
• Experience positioning managed services, operational transformation, or infrastructure consulting solutions.
  
  

Benefits & Compensation

• Competitive salary performance-based bonuses.
• Comprehensive benefits package (medical, dental, vision, 401(k)).
• Generous PTO and wellness opportunities.
• Ongoing professional development and educational opportunities.