Director, Customer Development

Rowan Digital Infrastructure•Denver, CO

4d•$169,000 - $205,000•Hybrid

About The Position

Rowan Digital Infrastructure is transforming data center delivery for speed and scale, focusing on delivering best-in-class solutions to hyperscale customers with a commitment to sustainability, efficiency, quality, and flexibility. The company is building a strategic portfolio of data center sites in Tier 1 US markets. Rowan is backed by Quinbrook and Blackstone. This role is part of building the most customer-focused and innovative business development team in digital infrastructure, aiming to be the partner that best understands customer needs and facilitates large-scale building. The Director, Customer Development is a senior, customer-facing leader responsible for owning key customer relationships, advancing a pipeline of large capacity opportunities, and improving the understanding of customer needs and delivery processes. This role is for individuals who want to work on large, complex, long-term commitments, bring structure, judgment, and credibility, and help set new standards in the industry.

Requirements

Bachelor's degree or 10+ years of relevant experience.
10+ years in data center, digital infrastructure, cloud, or adjacent industries.
Significant experience working with hyperscale, AI, or large enterprise customers.
Track record of consistently meeting quota and success in hunting and building within key accounts.
Experience leading complex customer deals and structures, including multi-stakeholder opportunities with long sales cycles, significant dollar value, and commitments spanning capacity, timing, and risk.
Strong understanding of data center fundamentals: power, capacity, delivery timelines, and their impact on customer decisions.
Ability to think across customer, commercial, technical, site, and business strategy dimensions, and to clearly explain tradeoffs.
Genuine customer orientation, curiosity about customer decision-making processes, and a drive for continuous improvement in customer service.
Strong executive presence, written and verbal communication skills, and the judgment to represent Rowan in senior customer conversations.
Collaborative, direct, and results-oriented working style, with comfort operating in a fast-moving, growing company.
Willingness to travel to build customer and colleague relationships.
Results-driven with a willingness to work the hours necessary to execute deals.
Ability to travel up to 25%-30% for company gatherings or to project sites.

Nice To Haves

MBA or relevant advanced degree is a plus.

Responsibilities

Own and deepen relationships with key customers, including hyperscalers, AI labs, AI-native companies, and neoclouds, acting as a trusted partner who understands their roadmaps, constraints, and decision-making processes.
Originate and shape opportunities across the site and campus portfolio, aligning customer needs with Rowan's delivery capabilities and timelines.
Lead pursuits from initial conversation through commercial alignment, collaborating with the BD Commercial Strategy & Negotiation team as deals progress towards terms.
Gather and communicate structured customer insights regarding growth areas, valued attributes, and required partner support.
Collaborate with Development, Engineering/Construction/Ops (ECO), Finance, and Legal teams to ensure alignment on customer commitments, site readiness, and delivery plans.
Contribute to the development and support of new engagement models and products, incorporating the customer's "job to be done" into internal discussions.
Introduce innovative customer engagement strategies and help institutionalize successful practices across the team.
Maintain current pipeline, account plans, and activity records in the CRM, working with BD Ops & Support (BD-OS) for reporting and deal coordination.
Mentor and develop team members, and contribute to raising the team's standards for customer engagement preparation and execution.