Director of Sales – Data Center Services | White-Space Infrastructure
Director of Sales – Data Center Services | White-Space Infrastructure Remote / Nationwide | Travel Required Our client, a leading telecommunications and technology services company backed by a global enterprise organization, is seeking a senior Director of Sales – Data Center Services to win and grow new data center accounts across North America. This is a true, quota-carrying hunter role for someone who has successfully sold data center white-space infrastructure services and knows how to turn relationships, technical scope, and competitive bids into awarded work. You will own the full sales cycle—from opening new accounts and building relationships through bid strategy, proposal development, negotiation, and close. This is not a generic software, telecom, facilities-management, or staffing sales role. The ideal candidate has directly sold awarded white-space services into data centers, colocation providers, and their construction and operations partners. What You Will Sell You will lead new-business development and account expansion around white-space infrastructure services, including: Structured cabling and pathways, including fiber and copper installation, testing, and documentation Rack-and-stack, smart hands, equipment installs, swaps, IMAC, and audit support Integration and commissioning support, including MOP/MOS and turnover documentation Data center deployment, refresh, retrofit, and expansion services Field technician and engineering support tied to data center infrastructure projects
What You Will Do
Build and execute a target-account strategy focused on data centers, colocation providers, enterprise data center owners, and their delivery partners. Develop relationships across procurement, construction, program leadership, operations, engineering, and executive stakeholders. Hunt and win new-logo opportunities while expanding services within existing accounts. Lead competitive pursuits from bid walk through award, including scope clarification, assumptions, pricing inputs, proposal strategy, and close plans. Interpret drawings, scopes of work, RFPs, and technical requirements to develop clear, executable commercial proposals. Identify site, access, schedule, testing, acceptance, and scope risks early to protect margin and support successful delivery. Own negotiations for MSAs, SOWs, purchase orders, and commercial terms. Drive supplier onboarding, vendor registration, COIs, safety prequalification, and rate-card acceptance where required. Maintain disciplined pipeline management, forecasting accuracy, CRM activity, and milestone-based deal stages. Deliver a clean pre-award handoff that ensures commitments are executable by delivery and operations teams. What Success Looks Like Building a qualified pipeline within targeted data center and partner accounts. Advancing opportunities through scope clarification, proposal, BAFO, and award stages. Winning new business and expanding into multi-site, recurring, or larger infrastructure programs. Closing high-value structured cabling, rack-and-stack, smart-hands, integration, and commissioning engagements. Maintaining accurate forecasts and creating a strong, repeatable sales pipeline. This is an opportunity for a proven data center services seller to build a major book of business with a well-established company that has the technical delivery resources, market credibility, and backing to execute at scale. Requirements 5+ years of B2B sales experience in data center services, white-space infrastructure, structured cabling, low-voltage, network deployment, systems integration, commissioning, or related technical services. Documented success personally winning more than $6 million in white-space infrastructure services revenue. This must include direct sales of services such as structured cabling, fiber, pathways, rack-and-stack, smart hands, integration, commissioning, or related data center deployment work. Proven success as a senior, quota-carrying individual contributor with a strong new- account hunting background. Demonstrated experience winning competitive data center, construction, infrastructure, or technical-services bids. Experience selling into data center owners, colocation providers, hyperscalers, enterprise data center teams, GCs, EPCs, MEP firms, system integrators, or OEM partners. Strong commercial and negotiation skills involving MSAs, SOWs, pricing, proposals, and purchase orders. Excellent pipeline discipline, forecasting ability, CRM usage, and complex deal management skills. Ability and willingness to travel to customers, project sites, and industry events as needed.
Preferred Qualifications
Existing relationships with data center, colocation, construction, operations, GC, EPC, MEP, or system-integrator decision-makers. Previous technical or field experience in low voltage, structured cabling, data center deployment, integration engineering, commissioning, or project management. BICSI, RCDD, OSHA, or related data center / low-voltage credentials. Experience selling infrastructure solutions tied to AI-driven data center growth, retrofit programs, refresh cycles, or multi-site deployments. Formal enterprise sales methodology experience, such as MEDDIC, value-based selling, ROI/TCO modeling, or similar.
Benefits
Competitive base salary of $175,000–$220,000 plus uncapped, performance-based commission Comprehensive medical, dental, and vision insurance 401(k) retirement plan Paid time off and company holidays Remote/work-from-anywhere flexibility with travel support Professional development and leadership-training opportunities Opportunity to sell high-growth data center infrastructure services with the backing, technical resources, and delivery capabilities of an established national organization Apply To This Job