Role Purpose
The Customer Development and Commercial Strategy will lead ESR Data Centers’ customer development and commercial strategy with responsibility for generating qualified customer demand and converting strategic customer relationships into executable commercial opportunities.
The role will own the commercial engagement model across hyperscalers, AI infrastructure providers, neoclouds, enterprise customers, colocation providers and strategic partners, ensuring ESR develops the right products, pursues the right customers and commits capital only where demand is credible, strategically aligned and commercially attractive.
The role is to establish the commercial direction of the business, build long-term strategic customer relationships and provide the market intelligence, commercial discipline and customer commitments that guide ESR's investment and development decisions. The role is accountable for demand creation and commercial execution, while working closely with Customer Solutions and Country Development to ensure customer opportunities transition efficiently into delivery.
Key Roles and Responsibilities
- Develop and execute ESR's commercial strategy, including customer segmentation, go-to-market strategy and product positioning.
- Build and maintain executive relationships with hyperscalers, AI infrastructure providers, neoclouds, enterprise customers, colocation providers and strategic partners.
- Lead customer engagement from opportunity identification through commercial negotiation and contract execution.
- Qualify customer demand, assess opportunity credibility and align customer requirements with ESR's strategic priorities and development pipeline.
- Lead commercial negotiations, including pricing, lease structures, commercial terms, customer protections, development milestones and strategic partnership arrangements.
- Own commercial pipeline governance, including opportunity qualification, stage-gate management, forecasting, account planning and commercial prioritization.
- Coordinate customer responses to RFPs and major commercial pursuits across the region.
- Drive the commercial operating rhythm through structured account reviews, pipeline governance and executive reporting.
- Work closely with Customer Solutions, Country Development, Investment, Engineering, Finance and Legal to ensure customer opportunities transition efficiently into development execution.
- Provide the CEO and Investment Committee with reliable commercial intelligence, customer insights and demand forecasting to support capital allocation and development sequencing.
Requirements
Key Deliverables
- Develop and maintain a high-quality commercial pipeline supported by disciplined qualification, governance and forecasting.
- Secure long-term strategic customer relationships that support ESR's regional growth objectives.
- Deliver commercially balanced customer agreements aligned with ESR's investment strategy, risk appetite and product offerings.
- Ensure customer demand is appropriately qualified before development capital is committed.
- Maintain a consistent commercial strategy and customer engagement model across all Asia-Pacific markets.
- Drive the evolution of ESR's customer offerings and commercial models in response to changing market requirements.
- Improve commercial forecast accuracy and provide actionable customer intelligence to support investment and development decisions.
- Foster a disciplined commercial operating model through effective account management, opportunity governance and cross-functional collaboration.
- Support the successful transition of qualified customer opportunities into executable development projects through close alignment with Customer Solutions and Country Development teams.