We are looking for a
Contracts Director - Servicesto 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
