Services Contracts Director

At Bloom Energy our vision for a world powered by clean reliable and affordable energy is more than just a dreamweremaking it reality.

For over two decadeswevebeen at the forefront of the global energy transition pioneering solutions that empower critical industries to thrive in a rapidly digitizing energy-intensive world. From revolutionizing power for AI-driven data centers to ensuring resilience for hospitals electric grids manufacturing facilities and utilities our solid oxide fuel cell (SOFC) and solid oxideelectrolyzer(SOEC) technologies are redefiningwhatspossible by delivering energy abundance for all. With more than 30000 fuel cell modules deployed worldwide we are the trusted partner for Fortune 100 companies and innovators alike. Ourcutting-edgesolutions enable unparalleled time-to-power capabilities reliability and sustainability ensuring our customersremainahead in a world where soaring energy demand and intensifying energy scarcity are rapidly becoming the new norm.

At Bloom we thrive on collaboration bold thinking and relentless innovation. We believe that together we can create a brighter more sustainable future while tackling the most pressing challenges of the 21st century.

We are looking for a Contracts Director Servicesto join our team in one of todays 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 lifecyclefrom deal structuring and negotiation to renewals changes and terminationensuring alignment between commercial intent financial models contractual terms and operational delivery.

Key Responsibilities:

Services Commercial Strategy Cost Models & Governance

• 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

Contract Development Negotiation & Lifecycle Management

• 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 & CrossFunctional 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:

• Bachelors 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