SUSTAINABILITY

 

Underpinning AtlasEdge’s growth strategy is a steadfast commitment to sustainability, a principle that resonates deeply with the leadership team’s personal values. In 2022 AtlasEdge joined the Climate Neutral Data Center Pact, a collaborative initiative aimed at promoting sustainable practices within the data centre industry. By leveraging new technologies and embracing renewable energy sources, AtlasEdge is actively working to reduce its carbon footprint and contribute to a more sustainable future for the digital infrastructure sector.

CHIEF COMMERCIAL OFFICER

The Chief Commercial Officer (CCO) is the strategic leader for AtlasEdge’s integrated commercial engine, responsible for driving sustainable revenue growth while maintaining current customers and revenue. Reporting to and working in close collaboration with the CEO and senior leadership team, the CCO will guide AtlasEdge to achieve revenue objectives while building a thought leading, progressive, world-class business. Beyond revenue acquisition accountability, the CCO is expected to instill an environment of positive innovation and possibilities for AtlasEdge and their customers.

The CCO joins AtlasEdge in a pivotal role, shaping the future AtlasEdge by developing and executing innovative go-to-market strategies, building high-performing teams, and fostering strategic partnerships that expand reach and market share. He/She will oversee all revenue-generating activities, including sales, marketing, business operations, bid management, and client services across all target groups, i.e. network, enterprise and hyperscalers.

AtlasEdge’s entrepreneurial, fast-paced culture requires an accomplished digital infrastructure servant leader with a demonstrated history of successfully delivering complex hyperscale, cloud, and enterprise customer capacity requirements.

 

CHARTER

 

The charter of the CCO in its simplest terms is to amass, distill, and market AtlasEdge’s resources and competitive advantages to sign leases with growing hyperscale, cloud, and enterprise organizations seeking data center and network capacity across Europe.

The CCO will work in close coordination with the target audience to determine their growth directives and capacity interests. In turn, the AtlasEdge team must mobilize resources to customize solutions which facilitate a presence in desired locations, faster, with less risk than competitors. This requires the CCO to possess an exceptional range of market knowledge from both a supply and demand standpoint.

The CCO is expected to possess a unique and extensive combination of experiences and skills that can progress, entice, and facilitate considerations of AtlasEdge’s comprehensive offering of resources to meet the market’s current demand drivers –

– Generative AI driving demand while presenting unique opportunities for development to meet next generation, higher performing IT infrastructure requirements, at scale.
– Power, Land, Connectivity – all known challenges in the Old Continent
– Data Sovereignty – The complex landscape of data compliance laws and regulations has emerged as a widespread challenge across the industry. Data is a precious commodity. How it is used, generated and collected has become a vital consideration for governments around the world.

Revenue and Customer Engagement

– Develop and implement a comprehensive commercial strategy aligned with the overall vision and objectives, encompassing all aspects from lead generation to client retention.
-Author and execute AtlasEdge’s go-to-market and revenue creation plan to ensure agreed upon performance benchmarks and milestones are exceeded.
– Identify opportunities to expand the target audience, network with prospects across the ecosystem, and engage proactively to foster strong relationships with the client base.
– Manage key client relationships and actively participate in developing and closing strategic opportunities.
– Exceed client expectations by encouraging the team’s extreme customer orientation. Encourage every behavior contributes to an elevated level of client satisfaction.
– Lead negotiations for new client acquisitions, contract renewals, and key partnerships.

Strategy

– Think ahead, look around corners, and effectively navigate AtlasEdge to achieve near term revenue objectives balanced with healthy, sustainable pipelines.
– Focus on profitable revenue. The CCO will focus on strategies and customers that represent profitable partnerships in the interest of achieving key EBITDA performance objectives.
– Identify mutually beneficial industry partnerships and alliances with progressive sustainability minded organizations driven with aligned purpose and charters.
– Ensure accurate sales forecasting to ensure alignment with capital raise, allocation, and deployment plans.
– Define, analyze, and interpret key customer and revenue acquisition metrics to effectively track, manage and maximize team effectiveness.
– Establish successful sales and marketing campaigns that promote AtlasEdge’s unique value proposition and purpose resulting in extreme customer engagement initiatives.
– Guide necessary adaptations to product and service offerings relative to market and ongoing demands for sustainable solutions.
– Identify and develop new market opportunities within the data center sector, and lead the expansion into these markets.
– Analyze market trends, competitor activity, and customer needs to inform strategic decision-making across the commercial team.
– Ensure sustained top-of-mind presence via promotion of progressive thought leadership in industry ezines, participation at industry events, and social media presence.

Executive Management

– Provide organizational leadership as a member of the AtlasEdge executive team. Participate and represent AtlasEdge’s sales activities where applicable.
– Maintain the highest level of professionalism and personal integrity in making decisions, maintaining citizenship, ensuring accuracy, and providing transparency.
– Promote AtlasEdge as an earnest industry thought leader through demonstrated actions and activities. Make the right call. Fail fast. Succeed faster.
– Be the behavior you expect from your team. Break down effective go-to-market strategies related to each AtlasEdge product and solution offering to a multi-faceted team.
– Foster a client-centric culture within the commercial team, ensuring exceptional customer service and satisfaction throughout the entire client lifecycle.
– Foster a high-performance culture within the commercial team, providing coaching and mentorship to develop talent in all departments.

Commercial Business Leadership –

– Lead and manage all functions within the commercial team, including sales, marketing, business operations, bid management, and client services.
– Ensuring seamless collaboration and data-driven decision making.
– Develop, maintain, and optimizing end-to-end sales processes to include executing multiple distribution strategies, i.e. direct, channel, alliance, partnerships
– Ensure a systematic, persistent and efficient implementation of sales infrastructure – lead generation, data mining, back office, CRM, presentations, social media, etc.
– Cultivate a data-driven culture within the entire commercial team, utilizing analytics to improve performance and optimize processes across all functions.
– Lead the bid management process, ensuring high-quality proposals are submitted for key projects and maximizing win rates.
– Set ambitious yet achievable revenue goals and KPIs for each department within the commercial team and oversee consistent achievement.
– Oversee product and services pricing strategy to ensure optimal margin levels while maximizing revenue and maintaining competitiveness.
– Determine the matrix of skills and resources necessary for the team to achieve goals. Strive to continuously improve the knowledge, effectiveness, and productivity of the sales team.
– Define and oversee incentive programs that motivate the sales team to engage deeply with customers and exceed targets.

 

KEY QUALIFYING CRITERIA

 

AtlasEdge requires an accomplished revenue acquisition-oriented executive leader with demonstrated success building and managing overachieving teams. He/She will be a talent magnet to the organization by virtue of their sophisticated and consultative approach to identifying opportunities, engaging prospective win-win relationships, and delivering innovatinve solutions that inspire customers and the market.

Revenue – Demonstrated success hiring and inspiring sales teams and resources to exceed customer and revenue acquisition targets in a high growth environment.

Commercial – Comprehensive business and financial acumen required to align business resources to corporate strategies, budgets, and return on investment outcomes profitably.

Event – History of value creation with a sponsor backed data center company through a significant growth chapter, resulting in strategic M&A, recapitalization, and/or IPO.

Strategic Impact – Demonstrated expertise authoring and implementing go-to-market strategies which positively altered success trajectory and value creation timing.

Solutions – Consultative sales leadership success aligning existing capacity, BTS, HPC, and network solutions to hyperscale, cloud, and enterprise customer’s complex requirements.

Customers – Credibility and immersion working in partnership with the target customer base of enterprise, technology, and hyperscale clients achieve industry leading solutions.

Leadership – Servant leadership with an evident gravitas, history, and a passion for hiring and inspiring high performing consultative solutions teams to exceed revenue acquisition targets.

 

WHY CONSIDER THIS OPPORTUNITY WITH ATLAS EDGE?

 

Chapter – The CCO joins AtlasEdge at a crucial and exciting chapter of growth and exploring what’s possible alongside other new executive hires – CEO, CFO, and Chief Delivery Officer.

Charter – Desire to be a part of the fast-paced, high-energy, entrepreneurial experience Tesh Durvasula’s leadership is known for – strategic thinking, planning and implementation, and a strong desire and track record of getting things done

Financial Strength – Digital Bridge & Liberty Global represent premier investment partners, broadly recognized across the global investment market for their accomplishments.

Culture – AtlasEdge’s culture values smart, strategic thinking which leads to creative partnering with an intense sense of commitment, customer intimacy, and energy.

Precedent – Tesh Durvasula and the entire leadership team represent a remarkable track record of development success solving challenges to exceed return expectations.

Impact – AtlasEdge is an established yet still emerging company facing dramatic growth and scale offering the CCO to impact profitability, growth relative to plan, and resulting valuation.

 

CRITICAL COMPETENCIES FOR SUCCESS

 

Leadership Acumen – The CCO will be charged with elevating the overall verve of the team. The company requires a hands-on, team-oriented executive with broad credibility capable of motivating people to act. A charismatic leader who naturally builds, inspire and coaches to unified objectives.

Strategic and Action Oriented – The CCO will demonstrate clear critical thinking in the development and execution of strategy and planning. A combination of product knowledge, customer knowledge, and industry knowledge will naturally put AtlasEdge in a competitive winning situation.

Customer Centric: This role acts as the eyes, ears, and voice of the company to ensure AtlasEdge’s remarkable partnering value proposition is wholly understood. This is a lifestyle that includes time commitments related to industry immersion.

Results-Oriented: The successful CCO will have a demonstrated history of significant, large scale engagement results. He/She will have a pride of ownership of apparent industry credentials of dramatic MW sales to the largest and most demanding customers in Europe.

Communication: The successful CCO will have a natural chemistry, energy, and gravitas necessary to engage and compel executive decision makers. He/She will be exceptionally articulate and dynamic in front of both external and internal audiences with a direct, candid and endearing interpersonal style.

 

COMPENSATION & BENEFITS

 

The CCO’s compensation package is a value proposition equation for the right candidate and will be determined relative to the credentials and experience of the final candidate selected by AtlasEdge. The package is expected to include a competitive base salary, annual performance bonus compensation, long term incentive compensation, and a comprehensive benefits program.

 

SEARCH PROCESS

 

Following the receipt of a resume and mutually addressing Key Qualifying Criteria, culture fit, and professional motivation, CFS will make an introduction to Tesh Durvasula, CEO, in early September 2024.  Short listed finalists will meet with the Senior Leadership Team and Board members. The selected finalist will be presented with a compelling and competitive offer contingent on background check and thorough references.