Bachelor's degree in Engineering, Operations, or Business
Experience in a global, contract-based service model
Strong background in KPI design and operational analytics
Experience scaling operations in high-growth or asset-intensive environments
10-15+ years in service delivery or commercial leadership roles
Proven ability to lead managers and influence global, matrixed teams
Responsibilities
Define and own services commercial contracting strategy for profitability
Drive deal shaping to align commercial structures with cost models
Establish standardized commercial models for regional service offerings
Govern services cost models to ensure execution-ready pricing decisions
Lead complex negotiations to optimize risk-reward outcomes
Manage contract extensions, renewals, and terminations across portfolios
Drive incremental revenue through out-of-scope service opportunities
Benefits
Full-time on-site role in San Jose, CA
Opportunity to influence cross-functional strategies
Professional development in a dynamic technology environment
Engagement with senior leadership across multiple functions
Possibility to lead a team of contract management professionals
Full Job Description
We are looking for a Contracts Director - Servicesto join our team in one of today's most exciting technologies. This role will be based in San Jose, CA. This is a fully on-site, in office role 5 days a week.
The Contracts Director - Services defines and governs the commercial contracting framework for the Services business, ensuring profitable growth, disciplined risk management, and execution-ready deals.
The role partners across the full lifecycle-from deal structuring and negotiation to renewals, changes, and termination-ensuring alignment between commercial intent, financial models, contractual terms, and operational delivery.
Define and own the services commercial contracting strategy aligned with installed-base growth, service portfolio evolution, and profitability objectives.
Drive early-stage deal shaping to ensure commercially viable structures aligned to cost models and risk appetite.
Establish standardized service commercial models across regions, including LTSAs, SLAs, time-and-material, fixed-price, and outcome-based service offerings.
Own and govern services cost models covering labor, parts, logistics, overhead, and risk to ensure pricing decisions are execution-ready.
Lead complex commercial negotiations on pricing strategy, guarantees, and contractual risk allocation to optimize risk-reward outcomes
Establish and enforce governance frameworks for approval authorities, deviations, and risk acceptance.
Own margin integrity from pricing through execution
Support the commercial structuring, negotiation, and execution of new service contracts, ensuring clarity of scope, assumptions, service levels, and exclusions.
Own the commercial management of contract extensions, renewals, amendments, repricing, and terminations across the services portfolio.
Ensure negotiated commercial intent is accurately translated into clear, enforceable contractual language in partnership with Legal.
Own the services contract portfolio, ensuring consistent commercial performance and risk visibility across all active agreements
Ensure structured commercial and contractual handover from Sales to Services Operations, including assumptions, risks, and financial commitments
Extra Work, Change Orders & Additional Service Offering
Own and govern the commercial framework for extra work, change orders, and incremental or additional service offerings beyond base contracts.
Ensure all additional services are clearly scoped, priced, commercially approved, and contractually documented prior to execution.
Drive incremental revenue and margin through structured identification, pricing, and closure of out-of-scope and additional service opportunities.
Risk Management, Compliance & Claims
Establish proactive risk identification frameworks during deal structuring to minimize downstream exposure
Identify, assess, and mitigate commercial and operational risks within service contracts, including liquidated damages, penalties, performance guarantees, and demand uncertainty.
Lead commercial resolution of claims and disputes in partnership with Legal and Finance, protecting company position and customer relationships.
Ensure compliance with internal policies, audit requirements, and contractual obligations across the services contract portfolio.
Financial Performance & Value Realization
Own margin integrity across the services portfolio, from deal approval through execution
Track and drive realization of contracted value, including pricing assumptions, cost baselines, and performance incentives
Partner with Finance and Services leadership to protect and improve long-term service margins and profitability.
Partner with Finance to implement forecasting, variance analysis, and margin improvement actions
Validate commercial assumptions during deal structuring and monitor contract performance against approved cost models and guarantees.
Leadership & Cross-Functional Collaboration
Lead and develop a team of commercial / contract professionals
Act as the senior commercial authority for Services, influencing senior stakeholders across Sales, Operations, Finance, and Legal
Provide clear, data-driven visibility to senior leadership on contract portfolio health, commercial risk exposure, approvals, and value realization.
Qualifications:
Bachelor's degree in Engineering, Operations, or Business
Experience operating in a global, contract-based service model
Strong background in KPI design, operational analytics, and performance management systems
Experience scaling operations in a high-growth or asset-intensive environment
10-15+ years of experience in service delivery or commercial leadership roles, with demonstrated expertise in regional or global operations
Demonstrated experience leading managers and influencing global, matrixed teams across regions and functions
Salary Ranges: $209,100.00 - $300,900.00
About Bloom Energy
Bloom Energy is a provider of solid oxide fuel cell technology. The company's fuel cells generate electricity through an electrochemical process without combustion, producing less greenhouse gas emissions than traditional power generation methods. Bloom Energy's fuel cells are used in a variety of applications, including data centers, hospitals, and manufacturing facilities. The company was founded in 2001 and is headquartered in San Jose, California.
