DIRECTOR, SOFTWARE COMMERCIAL MANAGEMENT ( SAM )
Position Summary
SAM Strategic commercial leader to build and lead the "buy" side of Software Asset Management
(SAM). This Director will be accountable for the commercial performance, continuity, and optimization
of DIRECTV's enterprise software portfolio as vendor relationships and obligations transition from AT&T-
supported arrangements to direct DIRECTV ownership. The role will lead renewals, new software
purchases, vendor negotiations, commercial governance, and ongoing spend optimization while
partnering closely with the existing Director of SAM Operations, who leads day-to-day operational
services.
Role Scope and Decision Rights
• Primary accountability - Own the commercial lifecycle for enterprise software: portfolio
strategy, renewals, sourcing, negotiations, contracting coordination, vendor relationships, spend
governance, and optimization.
• Shared decisions - Develop buy, renew, consolidate, renegotiate, or exit recommendations with
business owners, SAM Operations, Finance, Procurement, Legal, Enterprise Architecture,
Security, Privacy, and other control functions.
• Operational boundary - Daily tickets, request-queue administration, SaaS product
administration, provisioning, and day-to-day user support remain with the Director of SAM
Operations. This role converts approved demand, entitlement, usage, and operational data into
commercial action.
Key Responsibilities
• Portfolio strategy and governance. Establish the commercial-management operating model,
decision rights, publisher tiering, policies, executive checkpoints, and multi-year roadmap
aligned to the IOP, technology strategy, and post-TSA environment.
• Strategic renewals. Lead end-to-end commercial preparation and execution for material
renewals, using 12- to 24-month planning windows for Tier-1 agreements and a disciplined 30-
60-90-day dashboard, decision calendar, and escalation process.
• Business continuity. Surface expirations, dependencies, negotiation risks, and decision
deadlines early enough to avoid preventable lapses, emergency extensions, or unfavorable
commercial outcomes.
