Director, Commercial Management

Fleet Data Centers • Denver, CO

80d • $200,000 - $225,000

About The Position

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.

Requirements

• 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

Nice To Haves

• 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.

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.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director