SUBMER - Commercial Lead – SLA, Pricing & Contracting (Remote/Bay area - USA)
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Requirements
• Submer designs and delivers end-to-end AI datacenter infrastructure built around industry-leading liquid cooling. • We help organizations scale AI beyond the limits of traditional datacenters by enabling higher density, greater efficiency and lower environmental impact – accelerating time-to-AI from first deployment to full production. • Commercial Lead – SLA, Pricing & Contracting • Location: Bay Area, CA (Hybrid) • Location: • Travel: 10% • Experience with modular or prefabricated data center solutions • modular or prefabricated data center solutions • Familiarity with hyperscaler or colocation customer environments • hyperscaler or colocation customer environments • Knowledge of as-a-service or subscription-based infrastructure models • as-a-service or subscription-based infrastructure models • Exposure to international contracting and multi-region deals • international contracting and multi-region deals • Occasional travel for customer meetings and deal negotiations • customer meetings and deal negotiations
Responsibilities
• We are looking for a strategic and customer-focused Commercial Lead to own and drive SLA design, pricing strategy, and contracting for our modular data center solutions. This role sits at the intersection of sales, finance, legal, and operations, ensuring commercially viable, competitive, and scalable agreements with customers in a fast-growing infrastructure environment. • Commercial Lead • SLA design, pricing strategy, and contracting • Customer Engagement & Commercial Strategy • Act as a customer-facing commercial partner throughout the deal lifecycle—from early engagement to contract execution • customer-facing commercial partner • Translate customer requirements into commercial constructs, including pricing models, SLAs, and contractual terms • commercial constructs • Support business development and sales teams in structuring complex deals with hyperscalers, enterprises, and colocation providers • structuring complex deals • SLA Design & Governance • Define, negotiate, and manage Service Level Agreements (SLAs) aligned with modular data center performance and delivery models • Service Level Agreements (SLAs) • Ensure SLAs are measurable, scalable, and aligned with operational capabilities and risk tolerance • operational capabilities and risk tolerance • Collaborate with engineering and operations to define KPIs, uptime guarantees, and service credits • KPIs, uptime guarantees, and service credits • Pricing Strategy • Pricing Strategy • Develop and evolve pricing frameworks and models (CAPEX, OPEX, subscription, and hybrid structures) • pricing frameworks and models • Conduct market benchmarking, margin analysis, and cost modeling to ensure competitive positioning • market benchmarking, margin analysis, and cost modeling • Partner with finance to assess deal profitability and optimize commercial performance • commercial performance • Contracting & Negotiation • Lead and support contract negotiations with customers, including MSA, SOW, and order forms • contract negotiations • Work closely with legal teams to ensure contracts reflect risk mitigation, compliance, and scalability • risk mitigation, compliance, and scalability • Identify and resolve commercial and contractual risks proactively • Cross-Functional Collaboration • Partner with sales, product, finance, legal, and operations teams to ensure alignment on deal structures • sales, product, finance, legal, and operations • Provide guidance on commercial best practices and deal governance • commercial best practices and deal governance • Support continuous improvement of commercial processes, templates, and tools • commercial processes, templates, and tools • Bachelor’s degree in Business, Finance, Engineering, or related field (MBA preferred) • Business, Finance, Engineering, or related field • 7+ years of experience in commercial roles, deal structuring, pricing, or contract negotiation • commercial roles, deal structuring, pricing, or contract negotiation • Strong experience in data center, infrastructure, cloud, or technology services environments • data center, infrastructure, cloud, or technology services environments • Proven track record of customer-facing negotiations and complex deal execution • customer-facing negotiations and complex deal execution • Deep understanding of SLA frameworks, pricing strategies, and contract structures • SLA frameworks, pricing strategies, and contract structures • Strong financial acumen with experience in cost modeling and margin analysis • cost modeling and margin analysis • Excellent stakeholder management and communication skills
Benefits
• Be at the forefront of next-generation modular data center innovation • Attractive compensation package reflecting your expertise and experience. • Medical Insurance Plan. • 401k Employee volunteer contribution Plan. • A great work environment characterized by friendliness, international diversity, flexibility, and a hybrid-friendly approach. • You´ll be part of a fast-growing scale-up with a mission to make a positive impact, offering an exciting career evolution. • Our job titles may span more than one job level. The actual base pay is dependent on a number of factors, such as transferable skills, work experience, business needs and market demands. • Our inclusive responsibility
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