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CHIEF COMMERCIAL OFFICER
Tesh Durvasula – Chief Executive Officer
August 2024
Andy Lane @ CFS Partners
M +414 807 4085
E andy@criticalfacility.com
COMPANY OVERVIEW
Headquartered in London, UK, AtlasEdge is a cutting edge European Edge data centre platform comprised of 23 data centres with 80+ on net carriers in 12 countries serving 800+ customers. Built around you, their cutting-edge platform is engineered for speed, agility and performance, revolutionizing how data lives and moves across the continent. Their distributed data centre portfolio offers seamless, localized, and ultra-low latency digital infrastructure which allows customers to plan and shape their technology and network infrastructure requirements. With facilities physically located on the ‘edge’ of the network, they provide proximity to a core network critical for tomorrow’s technology.
Established in 2021, AtlasEdge is backed by a joint investment from Liberty Global, a world leader in converged broadband, video and mobile communications and an active investor in cutting-edge infrastructure, content, and technology ventures, and DigitalBridge, a leading global investment firm dedicated to digital infrastructure.
Their portfolio includes data centres in growing markets across Europe, including Amsterdam, Barcelona, Berlin, Brussels, Copenhagen, Hamburg, London, Leeds, Madrid, Manchester, Milan, Paris, Vienna, and Zurich. In February 2023, AtlasEdge successfully acquired Datacenter One, in Germany, which includes state-of-the-art data centres in Stuttgart, Dusseldorf, Hamburg, and Leverkusen.
HISTORY
2021 –
– Liberty Global and Digital Bridge form a joint venture to establish AtlasEdge
– AtlasEdge is legally formed and acquires 12 data centres from Colt
2022 –
– AtlasEdge joins Climate Neutral Data Centre Pact
– AtlasEdge acquires LBA001 Leeds Data Centre
– MAN001 Manchester Data Centre opens
2023 –
– DataCenterOne joins AtlasEdge
– AtlasEdge announces milestone €725M finance facility
2024 –
– AtlasEdge Opens 2nd Data Centre in Hamburg
– AtlasEdge starts construction in Lisbon
– AtlasEdge opens Leeds data centre
– AtlasEdge acquires data centre in Vienna
– AtlasEdge awarded EcoVadis bronze medal (demonstrated sustainability criteria)
– AtlasEdge appoints Tesh Durvasula as Chief Executive Officer
– AtlasEdge announces hire of Jonathan Hoo as Chief Financial Officer
– AtlasEdge announces hire of Robbie Mcghie as Chief Delivery Officer
CHAPTER
Tesh Durvasula was appointed Chief Executive Officer in May 2024. Prior CEO, Giuliano Di Vitantonio, transitioned to the role of Board Chairman. Tesh is a digital infrastructure and data centre industry veteran with more than 25 years of experience across development, finance, sales, marketing, and real estate. He previously served in leadership and value creation roles, including most recently as CEO of Africa Data Centres following a decade growing CyrusOne’s commercial presence into prominence globally, where he rose to become President and CEO.
Tesh is broadly recognized as a visionary leader with a keen eye for identifying and capitalising on emerging market opportunities. His keen ability to steer organizations through periods of rapid growth and transformation is what excited Liberty Global and DigitalBridge about his hire.
AtlasEdge’s mission is to become Europe’s leading data centre provider. At the team’s core, AtlasEdge is full of builders and innovators. Since his hire, Tesh has made two strategic C-Suite hires –
– Jonathan Hoo joins as Chief Financial Officer from CyrusOne Europe, as VP Finance, Europe.
– Robbie Mcghie joins as Chief Delivery Officer from Vantage Data Centers, as SVP, Construction, EMEA since 2020..
These hires along with many progressive organizational changes designed to create foundational strength on which to grow and scale, set the stage for a Chief Commercial Officer to assure strategic and sustainable revenue acquisition.
CHARTER
Tesh’s vision for AtlasEdge is rooted in fostering the company’s heritage of innovation, energy, disruption, and growth. He’s setting an ambitious pace to capture the overwhelming customer demand, delivering outstanding service, and securing clients across the hyperscale, enterprise, and carrier segments.
“The company is now entering its next phase of growth, which is I believe has the potential to be even more thrilling than everything that has been achieved so far,” Durvasula says. “Customer demand is soaring, and we are extremely well positioned to become Europe’s leading data centre provider. I am not alone in believing that we are riding a wave of phenomenal growth and innovation with technology and digital infrastructure.”
AtlasEdge recently introduced its propriety AgileEdge strategy, a unique approach to data centre construction which uses cutting-edge design and smart supply chain management to enable rapid site development at consistent quality across a range of sizes.
SOLUTIONS
Experience top-tier colocaiton and interconnection services tailed to elevate operational efficiency. With partnership in cloud services and Internet Exchange Access, AtlasEdge ensures connectivity is always a step ahead.
Colocation
AtlasEdge provides a comprehensive colocation solution designed to meet the diverse needs of modern enterprises. Their state-of-the-art facilities offer secure and resilient environment for housing your mission-critical IT infrastructure. With redundant power supplies, advanced cooling systems, and robust security measures, we ensure maximum uptime and performance for your equipment. AtlasEdge offers multiple features to suit enterprise to hyperscale needs –
– Single / Multi Rack Deployments / Customer Cages / Customer Suites / Dedicated Data Halls
Connectivity
– Network –
Whether you need robust connectivity or high-performance circuits, our data center empowers you to make the right choice for your business, 24/7, 365 days a year. Your business, your connections, your choice.
– Cloud –
You can connect to the cloud via AtlasEdge Partners –
– Console Connect / Megaport / Packet Fabric
– Carriers –
AtlasEdge’s carrier-neutral data centers offer the freedom to choose the network provider that best suits your needs. Their facilities host a wide range of carriers, giving you the flexibility to connect directly with your preferred telecom providers and partners.
AtlasEdge Assist
Think of AtlasEdge Assist as a personal assistant for all urgent and scheduled needs within our data centres. This bespoke service lets you connect with and instruct our technicians to perform on-site activities when you need local intervention, ensuring you are never out of touch with your most mission-critical assets. This is full control and IT autonomy — whenever you need it, wherever you go.
HPC & AI Support –
High-performance computing (HPC) is no longer just for scientific research labs. Businesses across industries are embracing HPC to tackle complex challenges and gain a competitive edge via –
– Supercharged Data Analytics / Innovation through Simulation / Faster Time to Market / Reduced Costs / Enhanced Product Quality / Improved Efficiency
DATA CENTER LOCATIONS
Operational (20) –
– Amsterdam (2) – 600m2 space / 7.2 MVA power
– Barcelona – 100m2 space / 4.8 MVA power
– Berlin – 600m2 space / 1.2 MVA power
– Brussels – 300m2 space / 6.5 MVA power
– Copenhagen – 900m2 space / 3.5 MVA
– Dusseldorf – 000m2 space / 20 MW power
– Hamburg (2)– 600m2 space / 28 MVA power
– Leeds – 900m2 space / 3 MVA power
– Leverkusen – 000m2 space / 12 MW power
– London – 200m2 space / 4 MVA power
– Madrid – 400m2 space / 3 MVA power
– Manchester – 200m2 space / 450 kw power
– Milan – 700m2 space / 4 MVA power
– Paris – 100m2 space / 3.2 MVA power
– Stuttgart (2) – 900m2 space
– Vienna – 500m2 space / 1.4 MW power
– Zurich – 500m2 space / 4 MVA power
Under Construction (2) –
– Lisbon – 162m2 space / 10 MVA power
– Stuttgart – 10,000m2 space / 20 MW power
Planned (3) –
– Barcelona
– Lisbon – 356m2 space / 16 MVA power
– Vienna
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.
LEADERSHIP
CULTURE
AtlasEdge’s tagline is “built around you” combining the platform capability and geographic coverage of a larger provider with the agility, speed, and customisation of a startup.
Tesh shares, “People are AtlasEdge’s single most important asset. My commitment is to them, their families, and our collective success.” Tesh’s personal mantra – “work hard, be kind to people, and have fun” – underscores his dedication to fostering an environment where employees can thrive and contribute to the collective success.
AtlasEdge is a dynamic, innovative, and inclusive workplace where each individual can make a significant impact. They value individual contributions in order to shape the sustainable future of edge infrastructure and make a lasting impact on the world.
COMPANY NEWS
August 2024 – Jonathan Hoo Appointed Chief Financial Officer at AtlasEdge
July 2024 – AtlasEdge to Build Second Barcelona Data Centre
July 2024 – Robbie Mcghie appointed Chief Delivery Officer
May 2024 – Tesh Durvasula appointed CEO of AtlasEdge
April 2024 – AtlasEdge enters Portuguese market with Lisbon acquisitions
March 2024 – AtlasEdge enters Austrian market with acquisition of Vienna data centre
March 2024 – AtlasEdge Unveils Leeds Data Centre
February 2024 – Datacenter One Opens New Hamburg Data Centre
FINANCIAL PARTNERS
AtlasEdge was formed in 2021 following joint investment from DigitalBridge and Liberty Global, with the aim of serving the growing demand for scalable data centre capacity. The continued support of our investors has enabled the development of our industry-leading platform and the acquisition of data centre sites across Europe.
Liberty Global (NASDAQ: LBTYA, LBTYB and LBTYK) is a world leader in converged broadband, video and mobile communications services. Its businesses operate under some of the best-known consumer brands, including Sunrise in Switzerland, Telenet in Belgium, Virgin Media in Ireland, UPC in Slovakia, Virgin Media-O2 in the U.K. and VodafoneZiggo in The Netherlands.
Liberty Global is building Tomorrow’s Connections Today, investing in the infrastructure and platforms that empower customers to make the most of the digital revolution. Liberty Global Ventures has a portfolio of more than 75 companies and funds, including stakes in companies like ITV, Televisa Univision, Plume, AtlasEdge and the Formula E racing series.
DigitalBridge (NYSE: DBRG) is a leading global alternative asset manager dedicated to investing in digital infrastructure. With a heritage of over 25 years investing in and operating businesses across the digital ecosystem, including cell towers, data centres, fibre, small cells, and edge infrastructure, the DigitalBridge team manages over $80 billion of infrastructure assets on behalf of its limited partners and shareholders. Headquartered in Boca Raton, DigitalBridge has key offices in New York, Los Angeles, London, Luxembourg, and Singapore.
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.