Senior Contract Negotiator

  •  

Cambridge, MA

Industry: Software

  •  

11 - 15 years

Posted 361 days ago

  by    Jill Morrissey

This job is no longer available.

The Position:

Lead and manage the mission-critical task of pricing, drafting, negotiating and closing large, complex software license and service transactions. These transactions are often multi-million dollar deals with large industry-leading companies and involve time-sensitive, high-intensity negotiations with skilled client procurement experts or professional negotiators.

This position will have detailed involvement in deal structuring and pricing, contract drafting, negotiating business and contractual terms with customers, and revenue recognition analysis. Additionally, this role will interact with senior management to determine strategy, obtain required approvals and drive deals to signature. 

In this role, you will:

  • Act as lead negotiator with customers’ procurement executives to ensure that negotiations are conducted in a disciplined manner
  • Use the full offer negotiation process to retain maximum value for the company and consistency with company standards and precedent
  • Review and draft software license and service agreements using concise language to rapidly resolve contract issues in a manner that is reasonable for the company and the customer
  • Act as lead negotiator with customers’ procurement executives to ensure that negotiations are conducted in a disciplined manner
  • Use the full offer negotiation process to retain maximum value for the company and consistency with company standards and precedent
  • Review and draft software license and service agreements using concise language to rapidly resolve contract issues in a manner that is reasonable for the company and the customer
  • Track and drive the timely completion of all steps in the deal process, including framing, negotiation and closing of license transactions
  • Actively coach others, including Account Executives, on how to effectively frame and close deals
  • Capture key information from completed contracts to provide updates for senior management regarding financialforecasting and resource planning

Pega Offers:

  • A rapidly growing yet well-established business
  • The world’s most innovative organizations as reference-able clients
  • Analyst acclaimed technology leadership in a massive emerging market
  • The ability to have a high impact on company revenue and success

The Person:

You are a highly skilled negotiator with a successful track record of closing high revenue, high complexity software license and services deals. In addition, you will have a background in deal structuring, pricing, and contract drafting in addition to exercising sound business judgment.

Your career experience has seen you collaborating withsales executives and sales leadership and you have an extensive background in the legal space. This role is perfect for you if you have a high degree of integrity, motivation, sense of humor and drive for results, without sacrificing customer success.

Qualifications will include:

  • U.S. bachelor’s degree or international equivalent is required. Master’s Degree and/or U.S. Juris Doctor Degree or international equivalent strongly preferred.
  • 8+ years of experience negotiating and drafting large, complex transactions for software
  • licenses and/or services
  • 10+ years of experience in a legal, business operations, and/or salessupport function
  • Prior experience in software pricing is preferred
  • Understanding of software revenue recognition
  • Understanding of key technologies relevant to Pegasystems’ industry
  • Clear, concise and confident written and oral communication skills
  • Intellectual and strategic curiosity
  • An equal mix of a sense of commitment and a sense of humor

About Pegasystems:

Pegasystems develops strategic applications for sales, marketing, service and operations. Pega’s applications streamline critical business operations, connect enterprises to their customers seamlessly in real-time across channels, and adapt to meet rapidly changing requirements. Pega’s Global 500 customers include the world’s largest and most sophisticated enterprises. Pega’s applications, available on-premises or in the cloud, are built on its unified Pega 7 platform, which uses visual tools to easily extend and change applications to meet clients’ strategic business needs. Pega’s clients report that Pega gives them the fastest time to value, extremely rapid deployment, efficient re-use and global scale. , please visit us at .

As an Equal Opportunity and Affirmative Action employer, Pegasystems Inc. will not discriminate in its employment practices due to an applicant’s race, color, religion, sex, national origin, age, genetic information, sexual orientation, gender identity, veteran or disability status, or any other category protected by law.

For information about benefits offerings, please visit