Senior Director, Customer Governance & Transaction

About AirTrunk

AirTrunk stands among the largest, most innovative, and fastest-growing hyperscale data centre companies in the Asia Pacific & Middle East (APME). Our mission is to support and sustain the region's digital growth by continuously engineering and delivering hyperscale data centres tailored to the needs of global transformational businesses, with a strong focus on sustainability today and in the future. Since launching Australia's first and largest hyperscale data centres in 2017, we have expanded rapidly across the APME region, backed by investors like Blackstone.

Role Overview

As Senior Director of Customer Governance & Transactions, you will lead a newly established impactful function within the Customer Success team. Your role is pivotal in driving excellence in customer contracts, generating strategic insights from customer data, and enforcing robust governance on customer agreements. Reporting directly to the Assistant Vice President of Customer Success, you will thrive in a dynamic, fast-paced environment, adeptly managing changes and working collaboratively with leadership and multiple teams throughout APME.

Key Responsibilities

• Lead a high-performing team tasked with building a centralized intelligence system that serves as the definitive source for all customer deals.
• Advance the deal governance framework, enhance intelligence analytics, and strengthen capacity inventory planning capabilities.
• Develop and maintain an active platform to track contract open items across diverse customer contract documents like MSAs, SOs, leases, and related exhibits, ensuring resolution to maintain deal progress.
• Create an intelligent, comprehensive database of contract terms to aid deal teams in designing future agreements efficiently.
• Engage directly in customer contract negotiations and verify contract summaries prepared by the Commercial Development team, ensuring critical contractual commitments are passed accurately to downstream teams and contractors to avoid project delivery gaps.
• Collaborate closely with the Customer Legal team to keep contract term guardrails updated, empowering deal teams to negotiate key terms effectively and reduce exceptions requiring Executive approval.
• Provide strategic consulting to deal teams on negotiating and optimizing customer agreements while preserving strong customer relationships.
• Monitor internal governance approval delegations for all contracts and amendments, working with deal leads to align deal execution timelines with both customer expectations and AirTrunk’s internal approval processes.
• Serve as the point of contact for internal queries concerning contractual obligations.
• Promote cross-functional cooperation to optimise change management for front-end customer engagements, deals, and contract management, proactively addressing potential future challenges.

Candidate Requirements

• Over 15 years of experience in customer contract and account management or related areas, including at least 5 years in senior leadership roles.
• Demonstrated ability to lead high-performing teams managing complex customer contracts.
• Expertise in facilitating multi-stakeholder contract negotiations and efficiently tracking and closing open deal items.
• Experience developing processes to ensure accurate transfer of contractual deliverables to downstream teams and supply chain partners.
• Strong skills in designing and managing governance frameworks, including centralized intelligence systems for customer deals and capacity portfolio planning.
• Proven ability to extract strategic growth insights from customer engagement data and enhance internal communications to support resource allocation.
• Experience driving cross-team collaboration to improve change management, reducing future operational issues.
• Familiarity with CRM systems such as Salesforce and customer success tools is advantageous.

About the AirTrunk Culture

Joining AirTrunk means seizing a unique opportunity to accelerate your career and amplify your impact while helping to scale the region’s digital future. You will experience a vibrant and fast-moving environment fueled by challengers and collaborative problem solvers who break new ground daily. Our values emphasize going above and beyond, transparency, responsiveness, and a dynamic workplace. Diversity of thought and background is embraced to find valuable solutions. We provide a flexible and secure environment that supports every team member's growth and well-being, complete with benefits to keep our employees motivated.

Additional Information

AirTrunk does not engage recruitment agencies. Please avoid sending resumes from agencies to our job contacts or employees, as the company is not liable for any fees associated with unsolicited applications.