Director Business Development-Telecommunications

Candidates must currently reside in South Florida, the Atlanta Metro area, or the Washington, DC Metro area and possess demonstrated experience driving business development, client acquisition, revenue growth, and strategic partnerships within the telecommunications, fiber, broadband, or connectivity services sectors.

This position is responsible for driving direct sales of Osmose telecommunications fiber design and engineering services, including outside-plant (OSP) design, make-ready engineering, joint-use and attachment services, field data collection, permitting support, and related program-management solutions. The role will manage an assigned customer base, develop new opportunities, coordinate team-selling efforts with Product Management, Operations, and Engineering, and increase revenue, profitability, market share, and brand recognition within the broadband and telecommunications market.

The ideal candidate will have direct experience with strategic telecommunications customers. The candidate should have a strong working knowledge of fiber-network deployment, OSP engineering, make-ready and joint-use processes, and the telecommunications service-provider, broadband, engineering, and construction ecosystem across the United States.

Responsibilities:

• Manage assigned telecommunications and broadband accounts to meet or exceed revenue and profitability targets for fiber design, engineering, field services, and related solutions.

• Expand Osmose’s share of customer spend by positioning a broader portfolio of OSP design, make-ready engineering, joint-use, pole-loading, field data collection, permitting, GIS, and program-management services.

• Develop relationships with telecommunications carriers, broadband providers, engineering firms, construction partners, municipalities, utilities, and other stakeholders involved in fiber deployment.

• Identify and pursue opportunities tied to fiber-to-the-home, middle-mile, backbone, small-cell, network-hardening, capacity-expansion, and publicly funded broadband programs.

• Build a qualified pipeline by understanding customer capital plans, geographic build priorities, engineering backlogs, funding timelines, procurement processes, and partner strategies.

• Track planned fiber deployment on investor-owned utility networks and route joint-use and inbound opportunities to the appropriate business-development owner for timely follow-up.

• Lead discovery conversations to define project scope, design standards, deliverables, schedule, required field inputs, permitting needs, systems integration, and customer acceptance criteria.

• Coordinate with Product Management, Engineering, Operations, Project Management, and Contracts to create technically sound, competitive proposals, statements of work, pricing, and implementation plans.

• Support effective execution of large, multi-market fiber engineering programs by aligning customer expectations with staffing, production capacity, milestones, quality requirements, and revenue forecasts.

• Maintain accurate account plans, opportunity stages, revenue forecasts, customer contacts, and activity records in the Company’s CRM and other designated systems.

• Identify near-term revenue opportunities by accelerating planned work, expanding project scope, addressing engineering backlogs, and aligning services with available customer budget.

• Develop a detailed understanding of each customer’s annual capital and operating budgets, procurement cycles, and deployment commitments; work with the customer and internal teams to secure funding and maximize annual spend.

• Conduct compelling sales calls, technical capability presentations, solution workshops, and executive briefings for established and prospective customers; coach team members to do the same effectively.

• Create multilevel relationships within each target account, including engineering, construction, operations, sourcing, finance, program leadership, and senior executives.

• Develop account plans and contact schedules that provide appropriate market coverage based on opportunity value, customer priorities, competitive position, and deployment timing.

• Use customer, market, and competitive intelligence to guide proposal strategy, contract language, pricing recommendations, resource planning, and service-development priorities.

• Partner with Operations and Engineering to align qualified resources and production capacity with project schedules, geographic requirements, customer systems, and delivery expectations.

• Prepare an annual sales forecast for assigned accounts in partnership with the Vice President–Business Development and update it regularly to reflect pipeline movement, customer budgets, and project timing.

• Maintain current knowledge of fiber-design practices, applicable industry standards, utility coordination requirements, permitting processes, GIS and design platforms, broadband funding programs, and evolving customer needs.

• Develop and execute an annual professional-development plan and contribute to company sales, technical, and service-line training initiatives.

• Contribute to cross-functional projects and process improvements that reduce duplication, improve responsiveness, strengthen delivery quality, and support the Company’s financial objectives.

Qualifications:

• Bachelor’s degree in business, engineering, construction management, telecommunications, or a related field, with relevant sales, account-management, or leadership experience; an equivalent combination of education and experience will be considered.

• Demonstrated success selling fiber design, OSP engineering, telecommunications professional services, network deployment, or closely related technical solutions to carriers, broadband providers, utilities, engineering firms, or public-sector customers.

• Working knowledge of the fiber-deployment lifecycle, including route planning, field data collection, pole and conduit infrastructure, make-ready engineering, joint use, permitting, GIS-based design, construction packages, and as-built documentation.

• Ability to translate technical customer requirements into clear scopes of work, commercial strategies, value propositions, proposals, and internal delivery plans.

• Established relationships within the U.S. telecommunications and broadband market.

• Strong consultative-selling, negotiation, presentation, forecasting, CRM, and executive-relationship skills.

• Proven leadership, initiative, accountability, and ability to coordinate effectively across Sales, Engineering, Operations, Project Management, Product Management, and Contracts.

• Willingness to travel overnight and work varied hours when necessary to support customers and achieve desired results; anticipated travel is approximately 50–80%, depending on account coverage and project activity.

• Valid driver’s license and driving history that meet Company requirements.