POSITION
REPORTS TO
DATE
COMPANY WEBSITE
SEARCH CONTACT
SENIOR VICE PRESIDENT HYPERSCALE SALES
NEWCO CEO
April 2025
https://www.act.is/
Andy Lane @ CFS Partners
M/T +1.414.807.4085
E andy@criticalfacility.com
COMPANY OVERVIEW
Actis is a leading global investor in sustainable infrastructure delivering competitive returns for institutional investors and a measurable positive impact for countries, cities, and communities in which they operate. Their global experience, operational know-how and strong culture allow us to create global sustainability leaders. Actis does it at scale; and have been doing so for decades. Since inception, they have raised ~ $25B to invest in a better tomorrow.
In October 2024, Actis joined forces with General Atlantic, a leading global growth investor, creating a diversified, global investment platform with ~ $87B combined AUM. Actis operates as General Atlantic’s sustainable infrastructure business. This strategic partnership further enhances Actis’ focus as a leader in global sustainable infrastructure.
Sustainable Infrastructure Fund-
– $15B AUM
– 360+ investments & projects to date
– 17 global locations
– Vast experience in the digital and energy sectors
– Renowned investor in the technology sector
– 350MW+ data center capacity
– 30GW+ generation capacity
ACTIS SECTORS
Actis invests in global themes. They are active owners, driving value and creating sustainability leaders. Actis focuses on sustainable infrastructure, investing globally in-
Energy Infrastructure – https://www.act.is/about-us/sectors/energy/
13 active investments / 19 realized
Acquire and build world class power generation businesses that produce predictable cash flows in alignment to the energy transition with a strong focus on renewables and decarbonization. Acquire electricity distribution assets to improve high growth monopoly distribution businesses.
Long Life Infrastructure – https://www.act.is/about-us/sectors/long-life-infrastructure/
8 active investments
Invests in stabilized operating assets within multiple infrastructure sectors including power, transport and logistics. Embedded in-house Operations and Sustainability teams underpin value creation and deliver measurable ESG impact.
Real Estate – https://www.act.is/about-us/sectors/real-estate/
4 active investments / 7 realized
Actis invests in real estate that enables the New Economy. With sustainability at the core of their approach, they deliver institutional quality cash flows by developing and operating assets in some of the world’s most dynamic cities, enabling long-term positive impact on local communities.
Private Equity – https://www.act.is/about-us/sectors/private-equity/
10 active investments / 8 realized
The Private Equity team manages a portfolio of investments in consumer, banking and fintech sectors. Actis brings sector and operational expertise to investments in their portfolio, working alongside management to deliver successful exits.
Digital Infrastructure – https://www.act.is/about-us/sectors/digital-infrastructure/
2 active investments
Actis focuses Digital Infrastructure investments into 3 key subsectors: Data centres, Towers, & Fibre. The strategy is to acquire assets and improve their utilization, developing and operating shared infrastructure platforms, and building new capacity where supply is low. They mitigate investment risk via long-term contracts with reputable counterparties.
Actis has a long history of building businesses and operating assets across the world. That heritage and footprint enables them to invest thematically in sustainable infrastructure and it allows them to pursue the most attractive risk-return profile and unlock opportunities as they find them. Representative of these opportunities Actis capitalized on is Nextstream –
– https://nextstreamdc.com/
– https://www.act.is/about-us/portfolio/thunder-nextstream/
In 2023 Actis acquired full ownership of 11 data centres across six countries in Latin America and the US from Nabiax, a European data center operator owned by Asterion Industrial Partners and Telefonica.
The data center assets are based in Brazil, Chile, Mexico, Peru, Argentina, and a small exposure in the US (Florida). The 11 locations have a combined IT load capacity of 25 MW with the potential to expand. The assets were originally built by Telefonica for both their own operations and for their own clients, and the company remains an anchor tenant under a long-term contract.
This transaction is Actis’ 7th investment in the digital infrastructure industry, with over $1B currently committed in the sector, and complements their 5 data centre platforms in Asia and Africa.
CHAPTER
Despite recent growth, the data center industry in LatAm remains underpenetrated compared to the primary markets
North America – 18.5 GW 48.6 MW/m inh Population – 381M
EMEA – 9.3 GW 15.5 MW/m inh Population – 601M
APAC – 11.6 GW 3.8 MW/m inh Population – 3,075M
LATAM – 0.9 GW 2.0 MW/m inh Population – 452M
LatAm has all the attributes to continue attracting Hyperscalers –
Abundant water and cheaper land – LatAm holds ~32% of the world’s water supply, vs. Europe and Central Asia with 16% and North America with 13%. Land lease costs are generally lower than in other international markets.
High connectivity – Direct connections to global regions via subsea cables. Fortaleza, city in NE Brazil, is one of LatAm’s primary hubs for subsea cables.
Neutral geopolitics – LatAm’s neutral stance in global geopolitical conflicts makes it an attractive location for absorbing data center demand from diverse tech hubs.
Sustainable and reliable energy – One of the cleanest energy matrices globally, with renewables accounting for 93% of total power generation in Brazil (vs. 21% in US), supported by a reliable grid infrastructure.
Cost-effective location – Labor and energy costs in LatAm are more competitive than in developed markets, where most data centers are based.
Undergoing digital transformation – LatAm is experiencing rapid digital transformation, driving demand for cloud services and hyperscale data centers, requiring enhanced IT infrastructure.
LatAm is well positioned to provide the power and connectivity infrastructure required to support the exponential global growth of AI.
– Popular data center markets are facing power supply constraints and regulators imposing limitations for new project growth
– Data centers are not yet pressuring the grid system
– AI training is less sensitive to latency, enabling Hyperscalers to select regions based on intrinsic attributes rather than user proximity
– Major players like AWS, GOOG, & MSFT have established a presence in LatAm with multi-billion-dollar investment plans in the immediate future
CHARTER
Actis has raised significant committed capital to execute a live pipeline of 500+MW of various projects in Latin America for hyperscalers which entails the launch of a Pan-LatAm data center development company (NEWCO) to build, own, and operate high density colocation sites supporting hyperscalers in their AI and cloud deployment needs in the region. This posioning aligns with the Hyperscalers’ regional decision-making approach –
– Large deployments are planned on a regional basis rather than at the country level
– A multijurisdictional portfolio significantly enhances NEWCO’s value proposition
NEWCO is well-positioned to win due to its pioneering leadership, top-notch EPC partner, and Actis’ global relationships and extensive experience in data centers.
– Focus on select large-scale projects, operating with a lean and agile team, achieving economies of scale while working closely with customers to meet their needs.
– Positioned as a regional player serving Hyperscalers AI/ML applications requiring knowledge and experience few if any other provider in the region possesses
– Current regional players are focused on providing colocation services for cloud solutions
– Regional positioning aligns perfectly with Hyperscalers’ decision making for large deployments
NEWCO benefits from multiple competitive advantages from the onset
– A leadership team that pioneered the data center industry in LatAm, boasting 20+ years credentialed track record of precedent success and relationship value.
– Partnership with leading EPC with experience building 700MW combined hyperscale data center infrastructure across 35 buildings in LatAm, including liquid cooled infrastructure.
– Actis’ digital infra team has extensive know-how in data center development and operations globally with ~ 240MW in operations and ~ 115MW under construction
– Fresh capital provides a jumpstart to NEWCO in the AI scene, setting it aside from peers whose resources are all tied to the deployment of legacy cloud sites
– Signed work order with a Hyperscale customer in 12.2024 with construction underway
FINANCIAL PARTNER
With $235B AUM as of September 30, 2024, Blue Owl Capital invests across three multi-strategy platforms: Credit, GP Strategic Capital, and Real Estate.
General Atlantic is a leading global growth investor with more than four decades of experience providing capital and strategic support for over 500 growth companies throughout its history.
Established in 1980 to partner with visionary entrepreneurs and deliver lasting impact, the firm combines a collaborative global approach, sector specific expertise, a long-term investment horizon and a deep understanding of growth drivers to partner with great entrepreneurs and management teams to scale innovative businesses around the world.
General Atlantic has approximately $83B AUM inclusive of all products as of December 31, 2023, and more than 280 investment professionals based in New York, Amsterdam, Beijing, Hong Kong, Jakarta, London, Mexico City, Miami, Mumbai, Munich, San Francisco, São Paulo, Shanghai, Singapore, Stamford and Tel Aviv.
January 2024 – General Atlantic adds sustainable infrastructure strategy, as Actis joins platform to create a $96B AUM diversified global investor – Press Release
– “With approximately $12.5 billion in AUM, Actis has a track record of delivering competitive returns for institutional investors and positive impact for the countries, cities, and communities in which it operates. Actis, a firm with more than 140 investment professionals across its 17 global offices and over $25 billion in capital raised since inception, backs structural themes that support long-term, equitable growth in critical infrastructure across the energy transition, digital transition, and supply chain transformation.
Under the terms of the agreement, Actis will become the sustainable infrastructure arm within General Atlantic’s global investment platform.”
SENIOR VICE PRESIDENT, HYPERSCALE SALES
There exists a secular tailwind driven by the demand for data processing from the cloud and AI. Data center space supply has been constrained, with vacancy rates in LatAm markets hitting record lows. The region has a significant and inevitable gap to cover as the data center capacity is 1.87MW/million persons vs. North America with 48.6MW/million. Actis believes Latin America is a strategic for hyperscalers as they progress in their AI arms race given the region has abundant renewable power, ample space, and excellent connectivity.
The SVP Hyperscale Sales (SVPHS) will play a pivotal role in guiding NEWCO toward achieving revenue and strategic growth objectives in Pan-LatAm. He/She will be a highly valued individual contributor and hunter effectively leveraging their industry relationships in presenting NEWCO’s remarkable value proposition to hyperscale audiences that value strategic partnerships offering capital, speed, and versatility.
The successful SVPHS requires a highly energetic, transformative, B2B sales leader with demonstrated experience identifying high value partnering relationships with hyperscale customers, demonstrated by historical effective navigation of these sophisticated sales environments. By virtue of their intellect and competence, The SVPHS will convey a confidence, comfort, and security to influential hyperscale relationships while aligning productive outcomes.
DUTIES & RESPONSIBILITIES
– The SVPHS is responsible and accountable to achieve mutually agreed upon targets: revenue growth, new account acquisitions, and market share / mindshare growth objectives.
– Identify opportunities to expand influence, network with prospects across the hyperscale ecosystem, and engage proactively to foster strong relationships.
– Manage key client relationships and actively develop and close strategic opportunities.
– Exceed client expectations by encouraging every behavior and opportunity to contribute to an elevated level of attention to client’s requirements, where and when needed.
– Define and implement a revenue acquisition strategy which aggressively increases NEWCO’s identity and relevance near term and assuring brand sustainability longer term.
– Contribute to the creation of successful sales and marketing campaigns that accurately reflect NEWCO’s value proposition of holistic customer engagement and resource allocation.
– Guide necessary adaptations to product and service offerings through business case analysis and presentation to NEWCO’s ExCo, Board, and Investors.
– Establish and self-govern practices for managing his/her own performance; prioritizing critical measures of success, and determines equitable allocation of time invested in each.
– Maintain the highest level of professionalism and personal integrity in making decisions, citizenship, ensuring accuracy, and providing transparency in all correspondence.
– Promote NEWCO and Actis as a thought leader through every action and activity.
– Be strategic and think around corners In Interactions with industry influencers, decision makers, existing clients, and targeted prospects.
– Embrace industry knowledge and demonstrate a passion for delivering meaningful solutions and strategic partnerships to organizations that allow them to grow and prosper.
DESIRED EXPERIENCE
– Demonstrated success in a complex solutions sales environment representing wholesale data center development services to hyperscale customers.
– Business and financial acumen with AI/ML infrastructure requirements, evaluating a myriad of solutions, and proposing deal structures promoting mutually beneficial outcomes.
– History of consultative sales success. Demonstrate the ability to see, know, assess the deal influencer, coach, economic decision maker, and troublemaker in each deal and manage each effectively in the theatre of the pursuit.
– Thought leadership and continued execution in the implementation of sales activities that consistently achieve goals and push growth boundaries.
– Experience developing, maintaining, and leveraging multiple distribution strategies, i.e. direct, channel, alliance, partnerships that result in healthy mutual business benefit.
– Client advocate and customer ambassador with a desire to be a part of a fast-paced, high-energy, opportunistic, and entrepreneurial experience.
– Demonstrated success in strategic thinking, planning and implementation – a strong desire and track record of getting things done.
– A developed set of methods, practices and metrics related to leading and lagging indicators of success.
– Appreciates and leverages a diverse group of resources and talents aligning revenue goals with NEWCO’s growth plan.
CRITICAL COMPETENCIES FOR SUCCESS
Strategic Minded – The SVPHS demonstrates clear critical thinking in the development and execution of strategy and planning. Packaging Actis’ combination of history, capital, thesis, and charter will naturally position Actis with a distinct competitive advantage in LatAm.
Action Oriented – The SVPHS is expected to leverage their deep knowledge of hyperscale partner selection criteria to make independent decisions to prioritize time and approach he/she deems appropriate to reinforce Actis’ value proposition.
Sophistication – Starts and ends the conversation in a respectful admired level, demonstrating respect to all parties Involved. Identifies and addresses the business interests of influencers to the extent they can be mutually accomplished and diplomatic when they cannot.
Customer Centric – The SVPHS acts as the eyes, ears, and voice of the company to ensure Actis’ remarkable partnering value proposition is wholly cultivated and utilized by customers. An externally facing, passionate professional who prioritizes customers and prospects.
Tenacious – The successful SVPHS will have a demonstrated history of significant engagements resulting from a necessary professional persistence. He/She will have a pride of ownership in solving their customers’ hardest problems with consultative long-term solutions.
Gravitas – The successful SVPHS will have a natural chemistry and energy necessary to engage and compel executive decision makers. He/She will be exceptionally articulate and dynamic in front of external and internal audiences with a direct, candid and endearing interpersonal style.
KEY QUALIFYING CRITERIA
Hyperscale – Market knowledge, relevance, and credibility. This unique ecosystem requires an understanding of the theatre of decision makers, influencers, process, vernacular, deal cadence, and other important nuances.
Revenue Creation – Demonstrated track record closing 20+MW contracts with hyperscale customers resulting in highly impactful mutually beneficial outcomes.
Complex Solutions Orientation – Critical thinking in a highly consultative, solutions sales approach. Listens aggressively to client requirements and cultivates conversations related to each OPEX, CAPEX, ROI, TCO, etc. consideration.
Business and Financial Acumen – A high data center economics acumen is required to creatively model a deal, find a customer’s decision levers, and execute when the time is right. Understands the financial stake with prospects, customers, and internal stakeholders.
Growth – Prior participation in the growth chapter of a heavily invested digital infrastructure business. Understands the commitment, conviction, and courageous decision making necessary and requires a unique blend of humility, conviction, confidence, and courage.
International – While not required, someone with a professional and/or personal history in markets and cultures outside the US is likely to flourish faster. The SVPHS will travel frequently as per customer requirements visiting the geographically dispersed data center portfolio.
Culture – Alignment of core values with Actis’ vision and mission. Opportunistic, positive, outcome oriented, conviction, and self-accountability all reflect Actis’ DNA that has led to their global success.
Of Note – Pan LatAm and/or other international capacity development leasing experience is more beneficial than required. An awareness and apparent ambition toward representing an international firm with successful investments in global business cultures is required.
WHY CONSIDER THIS OPPORTUNITY
Timing – Demographics present a remarkably evident business case forecasting demand relative to supply in massively populated regions of the world.
Track Record – Actis has 355MW of combined capacity and $4.1B invested in data centers globally including NextStream with 25MW in 11 sites in five countries in LATAM.
Leverage – NEWCO will benefit from Actis’ pipeline of 400MW and the Anchor Project @ 70-100MW, along with its landbank located in attractive areas.
Precedent – Since its launching in December 2024, NEWCO won a strategic contract with a Hyperscaler. NextStream’s presence and existing relationship value sets a foundational partnership to capitalize and grow on.
Partners – NEWCO will benefit from both Actis’ and GA’s portfolio ecosystems, partnerships, and intellectual capital in the renewable power, infrastructure, and technology space.
Demand – Pan-LatAm data center development demand is estimated to grow 4x, from 2GW to 8GW by 2026. Estimates data center supply in LatAm will require $150B billion investment for data center development over the next 4 years.
Supply – AI & ML demands are pushing the boundaries of power and network, both of which are abundant and highly reliable in NEWCO’s target locations, by design.
Competition – Whereas the US is highly developed and fragmented, the LatAm market is in early stages of development with few player positioned to leverage first-mover advantage and local knowledge.
Entrepreneurial – The SVPHS will essentially have a whiteboard and empowerment to develop the most appropriate GTM for how to market and position NEWCO to the hyperscale community. This requires ambitious and courageous DNA to capitalize on.
COMPENSATION
The compensation package for the SVP Hyperscale Sales will be determined relative to the final candidate’s current circumstance and specific requirements. The package is expected to include a competitive base salary, annual performance compensation, and long-term incentive compensation in the form of equity, the value of which the SVPHS will affect dramatically based on leasing performance.
SEARCH PROCESS
Following a thorough exchange of information relating to company information, resume, and key qualifying criteria, CFS Partners anticipates recommending a short list of candidates to Alex Swirski, Director, the first week in April 2025 with an opportunity to meet in Miami on April 10th and 11th. Finalists will subsequently meet with members of Actis’ executive leadership team and select operating executives from their portfolio companies, including NextStream. The selected finalist will be presented with a compelling and competitive offer contingent on background check and thorough references.