Business Development Manager - Dark Fiber Solutions
Company Overview
Light Source Communications, LLC is a leading provider of metro dark fiber infrastructure serving the greater Phoenix, Arizona region. We operate scalable, robust fiber optic networks that connect data centers, enterprise facilities, and carrier hotels throughout the market.
Position Summary
We are seeking an experienced Business Development Manager to drive revenue growth by identifying, cultivating, and closing dark fiber sales opportunities within the Phoenix metropolitan area. This role focuses on building strategic relationships with data centers, municipalities, telecommunications carriers, and enterprise organizations that require dedicated fiber optic connectivity. The ideal candidate will serve as a trusted advisor to technical decision-makers while aggressively pursuing new business opportunities in this high-growth market.
Primary Responsibilities
Relationship Development & Account Management

• Establish and nurture relationships with key decision-makers at data centers, colocation facilities, and carrier hotels throughout the Phoenix region
• Develop strategic partnerships with municipal IT departments, economic development offices, and public works officials
• Build rapport with network engineers, IT directors, and infrastructure planners who influence dark fiber purchasing decisions
• Maintain consistent contact with existing relationships to generate referrals and identify expansion opportunities

• Identify and qualify prospects requiring dedicated fiber connectivity for data center interconnection, disaster recovery, network expansion, and bandwidth-intensive applications
• Conduct needs assessments to understand customer requirements and match them to our network capabilities
• Present network route maps, technical specifications, and pricing proposals to technical and executive stakeholders
• Develop customized solutions that demonstrate the value of our infrastructure
• Negotiate contract terms and close sales to achieve quarterly and annual revenue targets
• Manage the entire sales cycle from initial contact through contract execution

• Research and track data center construction, expansions, and major corporate relocations in the Phoenix market
• Monitor competitor activities, pricing trends, and market positioning
• Provide feedback to leadership on product development, pricing strategies, and network expansion priorities
• Attend industry events, trade shows, and networking functions to maintain market visibility

• Work closely with network engineering and operations teams to ensure accurate technical representations
• Coordinate with legal and finance teams during contract negotiations
• Maintain detailed records of all activities, prospects, and pipeline progression in CRM system
• Provide regular sales forecasts and market intelligence reports to senior management

• Bachelor's degree in Business, Telecommunications, or related field (or equivalent experience)
• Minimum 5 years of B2B sales experience, preferably in telecommunications, fiber optics, or data center services
• Demonstrated track record of meeting or exceeding sales quotas in a quota-carrying role
• Strong understanding of fiber optic infrastructure, network architecture, and data center connectivity requirements
• Established relationships within Phoenix's data center or telecommunications ecosystem strongly preferred
• Excellent presentation, negotiation, and closing skills
• Self-motivated with ability to work independently and manage complex sales cycles (typically 3-12 months)
• Valid driver's license and ability to travel throughout the Phoenix metropolitan area daily

• Experience selling dark fiber, wavelength services, or wholesale telecommunications products
• Technical knowledge of fiber specifications (single-mode/multi-mode, connector types, loss budgets)
• Existing relationships with Phoenix-area data center operators (e.g., CyrusOne, EdgeCore, Digital Realty, QTS)
• Familiarity with municipal procurement processes
• Professional certifications in sales or telecommunications

• Someone who has worked inside a data center, colocation provider, carrier, or telecom company and understands the buying process from the customer's perspective
• Experience selling complex infrastructure solutions with long sales cycles and multiple stakeholders
• Proven ability to penetrate accounts at multiple levels (technical, operational, and executive)

• Persistent and resilient with a "hunter" mentality
• Comfortable with technical conversations but able to translate complexity into business value
• Relationship-focused rather than transactional
• Strategic thinker who can identify and pursue high-value opportunities
• Professional presence that builds credibility with senior decision-makers

• Strong technical aptitude with ability to learn fiber optic specifications and network topology
• Exceptional listening skills to uncover customer pain points
• Consultative selling approach focused on solving problems
• Organizational skills to manage multiple complex opportunities simultaneously
• Comfortable using CRM tools and sales analytics