Business Development Manager

Business Development Manager – Data Center Physical Infrastructure and Hardware Sales

Here is the complete, polished, and fully revised job description. It maintains complete parent-brand confidentiality while establishing strict, non-negotiable requirements to ensure only top-tier, enterprise-level physical hardware talent applies.

Business Development Manager – On-Premise Data Centers & Critical Physical Hardware Sales

Location: West Coast Region (AZ, CA, CO, ID, MT, NV, NM, OR, UT, WA, WY)

Travel: Up to 70% Regional Travel

Position Type: Full-Time, Senior Individual Contributor

POSITION OVERVIEW

This is a high-visibility, senior-level sales and business development position focused on driving growth across the rapidly expanding Data Center vertical. Working as part of a global enterprise manufacturing leader, this role is responsible for establishing high-level corporate relationships, creating specifying demand, and securing long-term enterprise standards with Data Center end-users, Hyperscalers, Colocation Providers, A&E firms, General Contractors, Security Consultants, and Systems Integrators.

This position requires navigating multi-faceted, consultative sales cycles by directly engaging C-Suite, Corporate HQ, and senior executive leaders across Design & Construction, Real Estate, Corporate Facilities, Physical Security, and Sustainability. The ideal candidate brings a proven track record of securing 6- and 7-figure physical hardware and infrastructure commitments within a large, matrixed corporate environment.

KEY RESPONSIBILITIES

Enterprise Business Development & C-Suite Engagement

• Drive national and regional account development by building trusted-advisor relationships directly with C-Suite executives, VPs of Facilities, Corporate Security Directors, and Design/Construction leaders across Data Center end-users.
• Identify, target, and capture complex, multi-site physical infrastructure opportunities to generate consistent year-over-year revenue growth across national accounts.
• Lead strategic outreach to key market stakeholders, including A&E specifiers, MEP consultants, General Contractors, and Security System Integrators, to ensure company solutions are specified at the architectural and design phases.

Market Expansion & Channel Collaboration

• Develop and execute targeted territory strategies across direct end-users, hardware distribution networks, electronic access control partners, and wholesale channels.
• Collaborate closely with internal regional sales teams, integrated security groups, and operating units across the broader enterprise to drive cross-selling, joint go-to-market initiatives, and account expansion.
• Monitor adjacent technology-driven infrastructure trends, including semiconductor fabrication, chip manufacturing, and EV battery construction projects, to capitalize on emerging physical access opportunities.

Strategy, Marketing & Execution

• Translate market intelligence, customer feedback, and competitive analysis into actionable business development strategies and compelling executive-level presentations.
• Represent the organization at major data center industry trade shows, executive summits, and regional networking events.
• Manage specification consultant resources and leverage corporate sales tools to track capital projects, maintain pipeline hygiene, and accurately forecast enterprise growth.

QUALIFICATIONS & MUST-HAVE REQUIREMENTS

Mandatory C-Suite & Corporate HQ Track Record

• 5–7 years of current enterprise sales experience with a verifiable history of self-generating and closing deals directly at Corporate HQs and C-Suite decision-makers (CIO, CTO, CSO, VP of Real Estate/Facilities, VP/Director of Design & Construction).
• Branch-level, regional facility-level, or local account management histories will not qualify.

Physical Layer & Domain Vertical Focus

• Direct commercial success selling physical on-premise solutions—specifically Physical Security, Electronic Access Control Hardware, Locking Systems, Smart Building Integration, or Architectural/Design-Build Infrastructure.
• (Candidates with pure SaaS, Software, or Cloud-only backgrounds will not be considered).

Enterprise Deal Execution

• Proven experience managing multi-stakeholder, complex sales cycles featuring 6- and 7-figure physical hardware and infrastructure agreements ($500K to $1M ARR / $3M TCV).

Active West Coast Territory Network

• Established, active network of mid-to-senior level contacts (Directors, VPs, C-Suite) across Data Center Owners, Hyperscalers, Colocation Operators, A&E firms, or Security Consultants across the West region.

Structured Sales Methodology & Tools

• Proficiency in disciplined enterprise sales frameworks (e.g., MEDDIC, Sandler) and modern pipeline tools. Demonstrated ability to leverage CRM systems (Salesforce, NetSuite) and AI/market research platforms (e.g., ZoomInfo, 6Sense) to track capital projects and build targeted outreach.

Location & Mobility

• Must reside in the West Region (AZ, CA, CO, ID, MT, NV, NM, OR, UT, WA, or WY) within reasonable proximity (approx. 45 miles) to a major or regional airport, with full mobility to travel up to 70% (3–4 days per week).

Corporate Environment Drive

• Background coming out of a large enterprise manufacturer or tier-1 organization with high innate drive, intentionality, and self-starter capability.

PREFERRED QUALIFICATIONS

• Experience working for or selling against major architectural door hardware, physical access control, or physical security manufacturers.
• Technical understanding of architectural door hardware specifications, electronic access control integration, and mission-critical facility infrastructure.
• Degree in Business, Engineering, Construction Management, or a related technical discipline (equivalent experience considered).