Job Description
The Commercial Manager is a key member of Digital Realty's APAC retail colocation business, operating within the Portfolio Management Group (PMG). The role partners closely with Sales to shape competitive commercial solutions and requires strong commercial acumen, analytical rigor, and the ability to collaborate effectively across multiple functions and organizational levels.
Responsibilities
Commercial Management and Customer Support
- Manage the end to end pre-sales pricing process including pricing tools, system support, escalations and approvals to support Sales in structuring competitive customer proposals.
- Collaborate closely with Sales, Product, Sales Engineering and Solution Architects to structure customer solutions, assess deal profitability, model financial metrics (e.g. GAAP, capex, NRC amortization) and evaluate commercial risk to support pricing rationale for relevant approvers approval.
- Participate in customer discussions to support commercial positioning and negotiations, including engagements with senior-level stakeholders where commercial pricing and contractual terms must be addressed promptly.
- Review and support the negotiation of Master Service Agreements (MSAs) and Service Orders (SOs), ensure commercial terms align with approved thresholds, secure approvals for any contractual exceptions and maintain oversight of commercial concessions.
- Manage customer enquiries and commercial disputes by reviewing MSAs and order documentation, and coordinating resolution with Sales or directly with customers.
- Track and maintain all customer concessions related to the Colocation business
- Lead and support contract renewals to retain customer accounts while aligning pricing with prevailing market dynamics.
Commercial Operation and Portfolio Management
- Track colocation revenue forecasts, budgets and inventory reporting for assigned markets.
- Monitor and report business performance against business case by market
- Gather and analyse market intelligence such as secret shopping, Sales feedback, and supply and demand trends to guide pricing strategy, price-book updates, and promotional actions.
- Partner with the collections team to monitor payment status, minimise arrears, and proactively engage Sales or customers regarding overdue accounts, including initiating formal demand actions where required.
- Continuously identify and improve commercial processes and Standard Operating Procedures to streamline, increase efficiency, enhance automation and accuracy, and accelerate commercial deal turnaround time.
Qualifications
- Bachelor degree in business or technical field with MBA preferred
- 5+ years data center, telecommunications, and/or IT industry experience preferably in the areas of Commercial Management, Finance, Business Development, and Product Management.
- Strong knowledge of data communications, cloud, and Enterprise IT.
- Excellent analytical and communication skills with the ability to engage stakeholders at multiple levels.
- Confident in working with cross-functional peers as well as senior management.
- Experience in an international company or matrixed organisation is a plus.
- Excellent skills with Salesforce.com, analytical tools (Excel, Tableau, others), and Powerpoint.
- Knowledge of SAP, Oracle CPQ, Salesforce.com, ServiceNow, and MS Office/
- Customer-facing experience and prior direct engagement with Sales team are strong advantages.
- Ability to work effectively within virtual teams and across time zones
- Self-starter with strong work ethic , capable of thriving in a fast-paced environment while maintaining a positive, results-oriented mindset
