Hyperscale-Long Haul-Middle Mile Business Development
WFA Digital Insight
As the demand for digital infrastructure continues to grow, with a reported 25% increase in hyperscale Data Center investments in 2025, professionals with a deep understanding of business development and relationships are in high demand. This role offers a unique chance to work with leading hyperscale companies, building and maintaining critical relationships. With a strong foundation in Excel and sales techniques, candidates can thrive in this role. Before applying, consider the high travel requirements and the need for exceptional public speaking skills. With the right skills, this role can be a launchpad for a successful career in sales and business development.
Job Description
About the Role
The Hyperscale-Long Haul-Middle Mile Business Development role is a critical position within Prysmian's Digital Solutions Business Unit. As a world leader in the energy and telecom cable systems industry, Prysmian manufactures thousands of miles of underground and submarine cables and systems for power transmission and distribution. The successful candidate will be responsible for developing close business relationships with hyperscale companies and their partners, who build outside plant fiber networks to connect their assets.Day-to-day, this role involves determining the organizational structure of key customers, building awareness of the Prysmian brand, and identifying projects that involve fiber cable. The role will also require educating customers on Prysmian products, specs, value, and strength, as well as ensuring new products are launched and shared effectively.
The sales team in North America consists of approximately 10 sales managers and several external sales representatives, who are responsible for achieving sales and profits across all markets in North America. This role will be a key part of the team, working closely with the sales managers and external representatives to achieve business objectives.
What You Will Do
- Determine the organizational structure of key hyperscale customers, including decision-makers for fiber cable (HQ and regional)
- Build awareness of the Prysmian brand with key decision-makers
- Identify projects that involve fiber cable, both short and long-term
- Educate customers on Prysmian products, specs, value, and strength
- Ensure new products are launched and shared effectively
- Gather intelligence about competitors, including strengths, weaknesses, opportunities, and threats
- Develop effective relationships with other OSP vendors that the customer likes to work with
- Advance Prysmian's position and brand awareness in the hyperscale/long haul/middle mile segment
- Enable the sales team to achieve improved sales results in the hyperscale/long haul/middle mile segment
- Be the voice of the customer to help Prysmian stay on the leading edge of products needed in this segment
- Expand the number of customers that Prysmian interfaces with in this segment
- Train and educate the sales team on how to effectively work with customers in this segment
- Help develop sales and marketing materials for this segment
What We Are Looking For
- A well-balanced mix of technical, consultative, and relationship sales techniques
- Proactive approach to building existing relationships and finding new relationships
- Investigative work to understand customer needs and preferences
- Ability to make Prysmian a relevant factor in the customer's business success
- Above-average public speaking and presentation skills
- Experience working with hyperscale companies and their partners
- Strong understanding of the telecom cable systems industry
- Familiarity with Excel and other sales tools
- Ability to travel >40% overnight during a normal work week
Nice to Have
- Experience working with outside plant fiber networks
- Knowledge of duct, splicing, and installation vendors
- Familiarity with sales and marketing materials development
- Experience working with cross-functional teams, including product management and sales
Benefits and Perks
- Competitive base salary
- Quarterly bonus program
- Company car included as part of the compensation package
- Opportunities for career advancement and professional growth
- Collaborative and dynamic work environment
- Flexible work arrangements, including remote work options
- Access to cutting-edge technology and tools
- Comprehensive benefits package, including health, dental, and vision insurance
How to Stand Out
- Tip: Develop a strong understanding of the telecom cable systems industry and hyperscale companies' needs and preferences.
- Tip: Highlight your experience working with outside plant fiber networks and your knowledge of duct, splicing, and installation vendors.
- Tip: Showcase your ability to build and maintain relationships with key decision-makers and your experience working with cross-functional teams.
- Tip: Prepare to discuss your approach to sales and business development, including your strategies for identifying new opportunities and closing deals.
- Tip: Be prepared to provide specific examples of your experience working with Excel and other sales tools, and your ability to analyze data and provide insights.
- Tip: Research Prysmian's products and services, and be prepared to discuss how you can contribute to the company's success in the hyperscale/long haul/middle mile segment.
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