Services Contracts Director

At Bloom Energy, our vision for a world powered by clean, reliable, and affordable energy is more than just a dream-we're making it reality. For over two decades, we've been 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 oxide electrolyzer (SOEC) technologies are redefining what's possible by delivering energy abundance for all. With more than 30,000 fuel cell modules deployed worldwide, we are the trusted partner for Fortune 100 companies and innovators alike. Our cutting-edge solutions enable unparalleled "time-to-power" capabilities, reliability, and sustainability, ensuring our customers remain ahead 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 - Services to 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. 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 & 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