Business Development Director

Key Responsibilities: • Revenue Ownership & Pipeline Development: Build and manage a high-value pipeline across enterprise and strategic accounts; identify and close large-scale infrastructure deals (e.g., AI clusters, GPU capacity, multi-region deployments); consistently meet/exceed quota targets (ARR, TCV, prepay structures). • Strategic Account Management: Own executive relationships across customer organizations (CIO, CTO, Head of Infrastructure, AI leaders); develop account strategies aligned to customer growth (AI/ML, data platforms, cloud migration); expand footprint through multi-product adoption (compute, storage, networking, AI services). • Complex Deal Execution: Lead end-to-end sales cycles: discovery, solutioning, pricing, negotiation, close; structure commercial models (reserved capacity, consumption, prepay, hybrid deals); navigate procurement, legal, and finance stakeholders on both sides. • Go-to-Market Strategy: Define and execute GTM plans for infrastructure offerings (compute, GPU, storage, networking); segment target markets (e.g., AI/ML, enterprise IT, SaaS, gaming, HPC); align pricing, packaging, and regional rollout strategies. • Product Positioning & Messaging: Craft clear, differentiated messaging against competitors; translate technical capabilities into business value (cost/performance, scalability, latency, reliability); develop sales narratives for executive and technical buyers. • Technical & Business Value Selling: Translate infrastructure capabilities into business outcomes; partner with solutions architects to design high-performance architectures (AI training, inference, HPC); build ROI/TCO models to justify large capital and operating commitments. • Cross-Functional Leadership: Work closely with inbound PMs, engineering, finance, and operations; align product roadmap with market demand and commercialization strategy; coordinate launches across marketing, PR, and partner ecosystems. Required Qualifications: • 5-10+ years in product management, product marketing, or cloud infrastructure GTM roles. • Deep understanding of cloud infrastructure (compute, GPUs, storage, networking, data centers). • Experience working with large enterprise or hyperscale customers. • Strong commercial acumen (pricing, deal structuring, revenue modeling). • Ability to translate technical concepts into business outcomes. • Executive presence with experience supporting C-level engagements.