Director of Customer Development & Commercial Strategy

ESR Group; Singapore; On-site; SGD 180,000 - 240,000; Full time

Job summary

ESR Group seeks a leader for Customer Development and Commercial Strategy to drive demand generation and convert strategic relationships into executable commercial opportunities.

The role will own the commercial engagement model across hyperscalers, AI providers, neoclouds and enterprise clients, ensuring products, customers and capital allocation align with credible, strategic demand.

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.

Job description

ESR Group seeks a leader for Customer Development and Commercial Strategy to drive demand generation and convert strategic relationships into executable commercial opportunities.

The role will own the commercial engagement model across hyperscalers, AI providers, neoclouds and enterprise clients, ensuring products, customers and capital allocation align with credible, strategic demand.