Senior Manager, Hyperscale Business Development & Commercials

Aurora Talent · Mumbai metropolitan region, India

Title: Senior Manager, Hyperscale Business Development & Commercials

Location: Bandra Kurla Complex (BKC), Mumbai, Maharashtra, India

Employment Type: Full-time

Industry: Digital Infrastructure / Data Centres

Target Market: Global Cloud Hyperscalers, AI Platforms, Neo-Clouds & BFSI / GCC Enterprises

About the Role

Operating directly out of Bandra Kurla Complex (BKC), Mumbai, the primary financial and corporate hub of India. We are seeking an exceptional Commercial & Hyperscale Acquisition Lead to drive our rapid expansion across the region.

Positioned at BKC, you will be at the epicentre of decision-making for India's premier financial institutions, global enterprise GCCs, and cloud hyperscalers. In this strategic leadership role, you will own the end-to-end commercial development and transaction execution for multi-megawatt (MW) wholesale colocation and build-to-suit (BTS) opportunities, leading high-stakes negotiations and driving multi-million-dollar deal closures across Mumbai's booming data centre corridor.

Key Responsibilities

1. Hyperscale & Enterprise Deal Origination (BKC Hub)

• Lead commercial deal-making from our BKC, Mumbai base, leveraging proximity to CXOs, financial leaders, global cloud representatives, and enterprise procurement heads.
• Drive the full commercial lifecycle for wholesale colocation and Build-to-Suit (BTS) projects—from initial engagement and capacity reservation to commercial closing.
• Structure innovative commercial models (e.g., indexed power contracts, structured CAPEX/OPEX commitments, land/power reservation agreements) tailored to hyperscale and institutional specifications.

2. Strategic Account Leadership & CXO Engagement

• Own executive-level relationships across top-tier global cloud platforms (AWS, Microsoft, Google, Meta), emerging AI compute buyers, and tier-1 BFSI/GCC institutions concentrated around MMR.
• Lead high-stakes RFIs/RFPs, bespoke commercial proposals, and complex Master Services Agreement (MSA) negotiations with global procurement, legal, and engineering leads.

3. Campus Strategy & Cross-Functional Collaboration

• Work closely with internal Engineering, Construction, Investment, and Operations teams to translate customer power, cooling, and whitespace roadmaps into execution-ready, bankable projects.
• Provide key market intelligence and buyer demand signals from the BKC/MMR ecosystem to guide land acquisition, site selection, and campus expansion strategies across the Mumbai metropolitan market.

Required Qualifications & Experience

• Total Experience: 10 to 15 years of progressive commercial sales/business development experience in digital infrastructure, with at least 3–5 years of direct experience leading whol esale hyperscale/colocation deals at a premier data centre operator (e.g., STT GDC, Nxtra, AdaniConneX, CtrlS, Sify, Colt).
• Proven Track Record: History of personally closing multi-megawatt (MW) / multi-million-dollar wholesale colocation or BTS contracts.
• Local Market Presence: Based in or easily accessible to BKC / Mumbai Metropolitan Region (MMR) with established relationships across the local cloud and enterprise ecosystem.
• Education: B.E. / B.Tech or B.Sc. in Engineering/Computer Science; MBA or Executive Management Degree from a premier institute (e.g., IIMs, SJMSOM IIT Bombay, XLRI) is strongly preferred.
• Certifications: Certified Data Centre Professional (CDCP) or equivalent technical background is a plus.

Key Competencies

• Commercial Deal Architecture: Deep expertise in structuring high-value MSAs, SLAs, power pass-through mechanisms, and multi-year capacity lease agreements.
• High-Stakes Negotiation: Proven ability to interface with global procurement and executive teams at major tech platforms.
• Cross-Functional Synergy: Ability to bridge technical power/cooling engineering specs with commercial financial modeling.