Client Executive

Lockton•New York, NY

5d•Hybrid

About The Position

The Client Executive (CE) – PERE, Digital Infrastructure & Data Centers leads Lockton Northeast's insurance strategy for a portfolio of private equity sponsors and portfolio companies concentrated in data centers, digital infrastructure and related real estate investments. The portfolio includes hyperscale and colocation campuses, edge facilities, and related mission-critical infrastructure, as well as the broader real estate assets and investment platforms that support these operations. The CE leads the Lockton service team, establishes and drives client strategy, and ensures execution across all Lockton practices, with particular depth in the property, casualty, and construction risk unique to mission-critical digital infrastructure assets. The CE is responsible for aligning the strategic objectives and priorities of the client and other relevant stakeholders with the full breadth of Lockton’s technical expertise and capabilities. The CE serves first as a strategic advisor to the client's risk leadership, with brokerage as an output of that advisory relationship rather than an end in itself. The CE is also a key leader in pre-acquisition insurance due diligence and new-platform placement for data center and digital infrastructure investments, working alongside PERE Transaction Advisors to assess target companies and, when appropriate, design, negotiate, and place new P&C programs. A high-performing CE is a strategic leader with deep sector fluency, drives business development within the digital infrastructure vertical, and ensures the Lockton team delivers excellent client service.

Requirements

Strong interpersonal, communication, and presentation skills to communicate effectively and professionally to all levels, both externally (Clients, PE sponsors, Lenders, other stakeholders) and internally (Producers & Associates)
An ability to manage a complex and demanding Client portfolio, excelling at multi-tasking, adapting to change, and working on tight deadlines – including the accelerated timelines of PE transactions
Demonstrated knowledge of, or strong interest in developing expertise in, the risk profile of data centers and digital infrastructure – power and mechanical systems, high-value property and business interruption exposure, construction/builder's risk for campus build-outs, and the operating models (hyperscale, colocation, edge) that shape them
Existing relationships with, or the ability to quickly build relationships with, private equity sponsors, owner-operators, and specialty carriers/MGAs active in the data center and digital infrastructure space
The intellectual curiosity and quantitative mindset to leverage analytics to inform strategy, support negotiation, and assist Clients in making decisions
An ability to lead the Lockton Client service team, ensuring consistent execution aligned with agreed Client strategies and objectives
Bachelor's degree in a business-related program preferred, or equivalent education and/or experience required; MBA or J.D. a plus
A minimum of ten years of commercial Property and Casualty insurance experience and / or insurance broking / consulting experience required
Experience with real estate, construction, data center, digital infrastructure, or other mission-critical facilities insurance or risk management strongly preferred, including an understanding of relevant insurance and risk management concepts associated with these asset classes
Prior experience in private equity due diligence and transaction advisory work strongly preferred
Established relationships with senior underwriters, underwriting manager and other leadership across major carrier partners with the ability to leverage those relationships strongly preferred
Ability to analyze and interpret financial information to facilitate decision making and develop an understanding of the financial condition of Clients and prospects
Must have exceptional verbal, written, and interpersonal skills to instill confidence in Clients and Associates at all levels of responsibility
Must have the ability to lead a Client service team
Ability to comply with all company policies and procedures, proactively protecting confidentiality of client and company information
Willingness and ability to work outside of normal business hours and travel as needed
Strong knowledge of Microsoft Office Suite (Word, Outlook, Excel, and PowerPoint)
Must be legally authorized to work in the United States, and not require sponsorhip now or in the future.

Nice To Haves

MBA or J.D. a plus
Experience with real estate, construction, data center, digital infrastructure, or other mission-critical facilities insurance or risk management strongly preferred, including an understanding of relevant insurance and risk management concepts associated with these asset classes
Prior experience in private equity due diligence and transaction advisory work strongly preferred
Established relationships with senior underwriters, underwriting manager and other leadership across major carrier partners with the ability to leverage those relationships strongly preferred

Responsibilities

Leads the Lockton team, establishes client strategy, and oversees service delivery across all practices for an assigned portfolio of real estate, data center and digital infrastructure clients
Maintains strong relationships with key Client and PE sponsor contacts; coordinates senior-level Client communications with Producers where applicable
Provides visible leadership, both internally and externally, as Lockton's subject-matter lead for digital infrastructure and data center risk
Maintains broad knowledge of Clients' business, industry, and risk – including financial, operational, and strategic goals – specific to data center and digital infrastructure operations
Leads pre-acquisition P&C insurance due diligence for new PE platform investments in the sector, working with PERE Transaction Advisors to deliver a comprehensive program review and analysis, identify deal-impactful exclusions or coverage deficiencies, and assess catastrophic and business interruption exposure
When appropriate, designs, negotiates, and places new P&C programs on new platform data center / digital infrastructure companies, leveraging key private equity and specialty market relationships
Proactively identifies the optimal go-forward service and placement team for new platform investments and ensures a smooth, seamless post-closing hand-off
Drives new business development within the data center and digital infrastructure vertical, including ongoing marketplace presence and development with key M&A/PE and specialty insurance markets
Uses understanding of Client's business and financial profile to help Clients and the Lockton team build long-term risk strategy
Responsible for best-in-class Client deliverables (RSM, Renewal Proposals, Stewardship documents, etc.)
Stays abreast of industry trends, capital flows, and regulatory developments affecting data center and digital infrastructure investment and insurance
Works with Producers to develop strategy, identify / align internal resources, and support new business opportunities across the digital infrastructure vertical
Performs other responsibilities and duties as needed