Director, Business Development, U.S. Data Centers

About us

Worley is a global company of energy, chemicals and resources experts headquartered in Australia. We partner with our customers to deliver projects and create value across the life of their assets. We specialize in consulting, engineering, procurement and construction across the project lifecycle, with services extending through to operations and decommissioning. Leveraging extensive experience and AI-enabled delivery, we support customers in navigating complexity as they meet today's needs and transition to more sustainable solutions.

Summary:

The Director, Business Development, U.S. Data Centers builds and runs Worley's sales motion to hyperscale, colocation and neocloud clients in the United States, and owns the revenue target that comes with it. The role sells the full lifecycle, from site and power consulting through owner's engineer, EPCM and EPC delivery, to buyers who procure data center infrastructure on a program basis and at campus speed. Worley already delivers consulting, engineering and power work for data center clients; the Director builds on that base and shapes how Worley describes, packages and prices its offer so it lands with the people who buy at program scale.

Purpose:

Data center and AI infrastructure is the largest capital program in the US power market and Worley is expanding from an established position in it to become a leading provider of power and facility delivery. Worley already serves hyperscale, colocation and developer clients through site and power consulting, owner's engineer and engineering work and has its first US data center EPC under way. The next step is program-scale work, and the clients who award it buy differently from the utilities and industrial owners that shaped Worley's sales model: they run global programs, contract for speed and certainty rather than lowest engineering rate, and expect one counterparty across advisory, engineering and construction. This role leads that expansion. The Director carries a revenue target, and in the first year is equally accountable for translating how this market buys into a sales strategy, a tailored value proposition and commercial structures that win at program scale, building on the relationships and references Worley already holds. The Director reports into the US Power and Data Centres leadership and works alongside Consulting, Engineering and Construction so that what is sold can be delivered as one offer.

Responsibilities:

Revenue and pursuits

• Deliver the annual order intake and revenue target for US data center clients across EPC, EPCM, owner's engineer and consulting services.
• Identify, qualify and pursue program-level opportunities with hyperscalers, colocation operators and neoclouds, prioritizing accounts where Worley's power and site capability is the differentiator.
• Lead pursuits end to end: capture strategy, win plan, role selection (advisory, OE, EPCM or EPC) and the conflict of interest check that goes with it, pricing, proposal and negotiation.
• Lead pricing strategy, proposal development and bid governance with legal, risk and operations, including the shared-risk and incentive-based commercial models this market is moving to.

Accounts

• Own a named portfolio of hyperscale, colocation and neocloud accounts and act as the trusted advisor to their infrastructure, energy, site development and procurement leaders.
• Build and run account plans that map each client's campus pipeline, power constraints and procurement calendar to Worley's offer, so pursuits start before the RFP.
• Stay engaged through delivery so that commitments are met and the first campus becomes a repeat program.

Shaping Worley's offer and go-to-market

• Translate how hyperscale, colocation and neocloud clients buy (program procurement, speed-to-power, GMP and target-cost contracting, OEM-led delivery, powered-shell and build-to-suit models) into a US data center sales strategy, target account list and 18 to 24 month pipeline plan.
• Tailor Worley's value proposition and messaging for this client set, in their language, and own the sales collateral, qualifications and reference cases that support it.
• Advise leadership on which service combinations, partnerships and contracting positions win in this market, and where Worley's current positions (reimbursable-only, no lump sum turnkey) need to flex.
• Work with Consulting, Engineering and Construction so what is sold is delivered as one offer across the lifecycle, and feed client and competitor intelligence back into capability and investment decisions.

Market presence

• Represent Worley at data center industry events, hyperscaler supplier forums and power and utility conferences, and build relationships with the developers, OEMs, utilities and capital partners who sit around these clients.

What you will bring

Technical/Industry Experience and Qualifications Requirements:

Experience

• 10 or more years in data center infrastructure, mission critical construction or power delivery, with at least 5 years selling engineering, EPC, EPCM, owner's engineer or consulting services directly to this client set. This is a requirement, not a preference: the candidate must have sold these capabilities to hyperscalers such as Microsoft, Google, Amazon Web Services, Meta or Oracle; to colocation operators such as Equinix, Digital Realty, QTS, Vantage, CyrusOne, Aligned, STACK or Compass; or to neoclouds and AI builders such as CoreWeave, Crusoe, Lambda, Nebius or xAI.
• A track record of winning program-scale work (campus or multi-site, US$100M plus in fees or contract value) from this client set, in a business development, capture, owner's-side procurement or delivery leadership role. Candidates from EPC, EPCM, mission critical GC, OEM, developer or hyperscaler infrastructure teams will all be considered.
• Existing relationships with infrastructure, energy, site selection or procurement leaders at two or more of the companies above, and the credibility to open new ones.
• Experience in both sales and delivery, so that what is promised can be built.

Client and market knowledge

• How hyperscalers, colocation operators and neoclouds plan, fund and procure capacity: capacity planning cycles, build-to-suit versus powered shell versus self-build, lease and tenant structures, and how the three segments differ in speed, risk appetite and who holds the decision.
• The data center development lifecycle from the client's side: site selection and due diligence, power availability and interconnection, water, fiber, entitlements and community approval, design, construction, commissioning and energization.
• The US power market as it bears on data centers: utility interconnection queues and large-load tariffs, ISO and RTO processes, behind-the-meter and bridging generation (gas turbines, recips, fuel cells, BESS), nuclear restarts and PPAs, and the economics of speed-to-power.
• Data center design and technology at the level a buyer discusses it: MW and density, AI versus cloud halls, liquid cooling, electrical topology and redundancy, and reference designs, enough to be credible with a hyperscaler's infrastructure engineers.
• The competitive landscape: who delivers power, shell and MEP for these clients today, how they are contracted, and where Worley can win against or alongside them.

Service line and commercial knowledge

• The roles Worley can play on a campus and how each is sold and contracted: site and power consulting and due diligence, owner's engineer, FEED, EPCM, EPC and construction management, and the conflict of interest rules that decide which of them can be combined on one program.
• Contracting models in use with this client set: reimbursable, GMP and lump sum, target cost with pain and gain, milestone and incentive structures tied to MW energized, global MSAs with project work orders, and replication orders for repeat sites.
• Pricing and risk: how to build a commercial position that gives the client cost and schedule certainty without taking risk Worley cannot control, and how to explain that position to a procurement team that has seen every model.
• Partnership and consortium structures with OEMs, mission critical general contractors, developers and capital partners, and when to lead, team or subcontract.

Skills

• Commercial acumen and the ability to articulate Worley's value in the client's terms (time to compute, MW delivered, risk transferred, capital efficiency) at engineer, director and executive level.
• Strategic thinking: can build a market entry plan, a target account list and a win plan, and change them as the market moves.
• Influence inside Worley: can bring engineering, legal, risk and regional leaders to a shared view of how this market buys and to a commercial position that wins at program scale.
• Works across a multi-disciplinary, multi-region organization and across Consulting, Engineering and Construction service lines without owning any of them.
• Negotiation of complex commercial terms with legal, risk and operations at the table.
• Alignment with Worley's values and a bias for speed, bespoke solutions and new commercial models.

Additional Information:

• Based in Denver, Colorado (preferred) or San Francisco, California; other US locations considered for the right candidate.
• Salary Range: $200,052-$314,125.

Compensation is commensurate with education, experience, skills, internal equity, and geographic location.

• Travel throughout the US, approximately 40 to 60 percent, including regular time at client campuses and Worley delivery centers.

Education – Qualifications, Accreditation, Training:

Required:

• Bachelor's degree in engineering, construction management, business or a related field; an equivalent working level gained through experience is accepted in lieu of a degree.

Preferred:

• An MBA or professional engineering registration is an advantage.

Moving forward together We want our people to be energized and empowered to drive sustainable impact. So, our focus is on a values-inspired culture that unlocks brilliance through belonging, connection and innovation. We're building a diverse, inclusive and respectful workplace. Creating a space where everyone feels they belong, can be themselves, and are heard. And we're not just talking about it; we're doing it. We're reskilling our people, leveraging transferable skills, and supporting the transition of our workforce to become experts in today's low carbon energy infrastructure and technology. Whatever your ambition, there's a path for you here. And there's no barrier to your potential career success. Join us to broaden your horizons, explore diverse opportunities, and be part of delivering sustainable change.