Strategic Technology Negotiations Lead

Responsibilities

• Personally lead complex, high-value, and business-critical technology negotiations from initial strategy through signed agreement.
• Develop fact-based negotiation plans that define objectives, leverage, alternatives, sequencing, roles, decision points, and escalation paths.
• Rapidly synthesize technical requirements, supplier economics, market dynamics, adoption patterns, dependencies, and business priorities.
• Partner with leaders across Engineering, Research, IT, Systems, Finance, Legal, Corporate Development, and other teams to establish a unified negotiation strategy.
• Assess each negotiation within the broader supplier ecosystem, identifying interconnected relationships that may create value, constraints, dependencies, or leverage.
• Shape complex deal structures with cost, equity, revenue, partnership, risk, and long-term strategic implications.
• Advise executives through clear, decision-ready narratives covering deal strategy, financial impact, alternatives, risks, tradeoffs, and recommendations.
• Lead supplier engagement at working-team and executive levels, including difficult escalations and negotiations conducted under significant pressure.
• Create commercial structures that deliver meaningful savings and cost avoidance while improving scalability, flexibility, performance, and risk allocation.
• Turn lessons from major negotiations into reusable playbooks, market intelligence, and stronger negotiation practices for Strategic Sourcing.

Requirements

• 10+ years of experience leading complex commercial negotiations in strategic sourcing, technology procurement, strategic partnerships, deal strategy, corporate development, or a related field.
• Expert negotiator who enjoys personally developing the strategy, leading the room, and driving difficult deals to resolution.
• Previously managed or led teams and are intentionally seeking a senior individual contributor role centered on direct ownership, influence, and execution.
• Personally led large-scale enterprise software or technology agreements with sophisticated pricing, commitment, licensing, consumption, or partnership structures.
• Understand enterprise software business models, including usage-based pricing, multi-year commitments, ramp structures, pooled consumption, growth protections, and performance-based economics.
• Can evaluate a deal across cost, revenue, equity, partnership value, supplier leverage, risk, and long-term ecosystem implications.
• Have negotiated agreements involving data platforms, infrastructure software, observability, enterprise SaaS, or similarly complex technology categories.
• Can engage credibly with deeply technical teams and influence senior executives through structured thinking, clear communication, and sound commercial judgment.
• Remain effective under pressure, build alignment among stakeholders with competing objectives, and know when to challenge, escalate, create alternatives, or close.

Nice-to-Haves

• Experience with data lake and lakehouse technologies, observability, and enterprise SaaS.