Deal Team - Business Affairs

The Role

Our Deal Team members collaborate with multiple Palantir teams to proactively engage with existing and prospective commercial customers, leading the structuring and negotiation of deal terms so that Palantir can continue to drive positive impact in the world. As a member of the Deal Team, you will partner closely with Palantir’s Legal, Finance, Sales, and Engineering teams to drive deal execution and support our growth efforts at scale, while directly owning the development and negotiation of commercial terms for commercial customers. You will use your expertise to unite our customer’s needs and considerations with our company’s strategy, using your creativity to identify the right commercial structure and approach for each customer. You will also utilize your understanding of the business landscape and build relationships with internal partners, increasing the visibility of deal progress and forecasting impact across all levels of our organization, from analysts to C-suite executives. In this role, you will also support various special projects that arise at our fast-paced, mission-focused company. We’re a team that values both creativity and teamwork. Whether operating solo or collaboratively, we endeavor to achieve great results on challenging, time-sensitive deal discussions and projects. You'll be given open ended objectives and expected to find ways to turn them into outcomes. By focusing on the broad vision without losing sight of the details, you'll bring large and multi-phase deals to successful completion while prioritizing team outcomes over individual wins. You are able to deliver complex commercial contract and deal information in an understandable way, and can manage high touch stakeholders in a constantly shifting landscape. You are ready to become an expert on the intricate details of deal negotiations and contracts that enable Palantir to implement its cutting-edge technology to solve real-world problems.

Core Responsibilities

• Collaborate with Sales counterparts to develop the pricing terms and commercial structure for each commercial customer.
• Lead negotiations of commercial terms during the contracting process, guiding communications as appropriate for the situation.
• Draft materials in support of deal negotiations, including pricing proposals, term sheets and order forms, while advising the business on commercial structure implications including revenue impact and timing.
• Cooperate with internal Legal, Finance, Sales and Engineering teams to drive deals to execution, providing trusted guidance for navigating negotiations and procurement processes and maintaining engagement throughout the customer lifecycle to develop and negotiate commercial terms for renewal and up-sell opportunities.
• Ensure alignment of individual deal terms with company-wide strategy, while also addressing individual customer needs and considerations.
• Partner with Finance team to provide leadership with visibility of deal progress and forecasting impact.
• Present the results of our work and proposals for new deals to audiences ranging from analysts to C-suite executives, and distill your experiences with individual customers into suggested improvements for deal structures and contract terms.

What We Value

• Experience drafting materials in deal negotiations such as pricing proposals, order forms, and contracts.
• Demonstrated experience approaching problems creatively and analytically.
• Ability to build strong relationships and collaborate both with a cross-functional team and with customers, leveraging effective communication as well as strong writing and customer service skills .
• Strong program/project management skills, including the ability to handle multiple competing priorities in a fast-paced environment, and meet deadlines with minimal supervision or administrative support.
• Adaptive, empathetic, and introspective; willing to learn, teach, lead and follow.
• Willingness and ability to work outside of standard business hours as needed.

What We Require

• 5+ years of commercial contracting, drafting or partnership negotiation experience; experience negotiating SaaS or other technology agreements is a definite plus.
• Education: Master of Business Administration (MBA) or Juris Doctor (JD) degree, with preference of JD.