Director, Commercial Management

This role can be located in one of our corporate locations in Denver, CO, Seattle, WA, or Alexandria, VA, as well as remote in Boston, MA.           

Fleet Data Centers designs, builds and operates mega-scale data center campuses. Fleet provides its customers flexibility and predictability to meet their upside demand forecasts, addressing a key need in the market as traditional leased models are struggling to keep pace with the demand for new Cloud and AI infrastructure. Fleet is led by a team of industry veterans that have already made a lasting imprint on the evolution of global digital infrastructure and are committed and uniquely capable of upleveling data center development scale and operations in the face of rising demand. Fleet is well positioned to bring in-house design, engineering and operational capabilities to collaborate with customers on tailored solutions for campuses of 500MW+. This unique model enables Fleet to provide the world’s largest and most sophisticated customers a seamless extension of their own data center fleets with constant access to design innovation. Fleet is headquartered in Denver, Colorado, with satellite offices in Seattle, WA and Arlington, VA. 

The Director, Commercial Management is a key member to supporting the development of the business’ commercial strategy and engaging with customers to identify opportunities, develop solutions and negotiate deals. Deal negotiation will be a particularly deep aspect of the role and require both thought leadership on the strategic approach as well as focus and evaluation at a very detailed level of all commercial terms and aspects of deals. This role will report to the EVP of Commercial Management and partner internally with peers and leaders across many functional areas to drive successful commercial outcomes.

Fleet’s development business has a relatively small customer base with whom we partner on very large and often unique deals. As such, this role will require a strategic and empathetic leader who can effectively understand a broad and complex array of objectives on behalf of both customers and Fleet’s development business and propose structures that create strong value for both parties.

This role is integral to helping grow Fleet’s business as a best-in-class provider. This role is a rare opportunity to make a significant and lasting contribution to a new business during a phase of unprecedented growth.

Key Responsibilities:

·         Deal strategy: Contribute to deal strategy and negotiations, working with internal teams and Fleet’s business senior executives. Deeply understand customer objectives, constraints, trade-offs, alternatives, etc., to inform high-value outcomes for both Fleet’s business and its customers.

·         Deal structuring and negotiation: Work on deal structures based on a deep understanding of financial/commercial, technical and legal deal terms for largescale, wholesale infrastructure leases; collaborate closely with internal leaders and teams throughout pre-sales, sales and negotiation processes toward this end.

·         Financial analysis: Partner with internal teams to structure and evaluate financial deal models, scenarios and sensitivities. Identify and quantify risks and opportunities.

·         Customer life cycle strategy: Contribute to defining and implementing processes and systems throughout the customer life cycle, including downstream delivery and support, to enable a best-in-class customer experience

·         Marketing and communications: Partner with internal marketing and other leaders to define and execute marketing and communications strategy. Identify opportunities in the market (such as events) to build Fleet’s development business brand and engage with customers.

·         Internal Policy & Procedures: Develop, produce and analyze key operating and financial metrics; provide analysis and recommendations on process, procedures, and documentation to streamline efficient internal communication and decision making.

·         Support strategic customer engagements by gathering feedback and helping close key deals.

Basic Qualifications:

·         Bachelor’s Degree in Business, Finance, Commercial Real Estate, or a related field

·         7+ years of experience with Microsoft Office

·         7+ years of experience developing and managing to Key Performance Indicators (KPI) and financial metrics

·         5+ years of experience in a highly strategic and analytical customer-facing role, inclusive of negotiating large-scale wholesale infrastructure deals.

·         5+ years of experience in a start-up company and/or a high-growth, rapidly scaling company

Preferred Qualifications:

·         MBA or advanced degree

·         Deal negotiation in wholesale data center and/or hyperscaler environment

·         Strong ability to balance analysis with action

·         Excellent multi-tasking, organizational, and communication skills

·         Demonstrated executive communication, negotiation, and people leadership skills.

This role includes up to 30% domestic and international travel for Fleet business meetings and customer visits.

Expected Salary Range: $200,000-$225,000 base salary plus bonus

Fleet Employment

Fleet employees enjoy competitive compensation and comprehensive benefits, including 100% employer-covered medical, dental, and vision insurance, a 401K program, standard paid holidays, and unlimited PTO.

NOTE: This job description is not intended to be all-inclusive. Employees may perform other related duties as assigned to meet the organization’s ongoing needs.

Fleet is proud to be an Equal Opportunity Employer. Qualified applicants are considered for employment regardless of age, race, color, religion, sex, national origin, sexual orientation, gender identity, disability, or veteran status. If you need assistance applying for any of our open positions, please contact us at [email protected].

Please note that we are unable to provide visa sponsorship for this position. Only candidates who are authorized to work in the United States without sponsorship will be considered.