Senior Principal Contracts Manager – Deal Strategy & Negotiation

Overview

Lead complex negotiations. Shape deal strategy. Develop contracts talent.

Join Esri`s Professional Services organization in a highly visible contracts leadership role supporting complex, high-impact customer agreements. You`ll serve as a trusted advisor to business leaders, personally leading sophisticated negotiations and helping shape deal structures, pricing strategies, contractual risk decisions, and execution approaches. 

This is a hands-on leadership opportunity that combines ownership of critical agreements with broader influence across the contracts function. You`ll mentor and guide contracts professionals, navigate escalated contractual issues, and help evolve the practices and processes that support successful customer engagements.

Esri has a Relocation Assistance Program and can provide support with relocating to the Redlands, CA area for this position.

Responsibilities

• Complex and high impact contract negotiations
• Contract strategy from RFP through execution and closeout
• Deal structure and contractual risk assessment
• Pricing and negotiation strategy
• Resolution of escalated contractual issues
• Executive and cross functional contract advisory
• Mentoring and development of contract professionals
• Contract-management process improvements and best practices

Requirements

• 12+ years of progressively complex contract administration experience
• Proven success negotiating and structuring a variety of agreement types
• Strong expertise in contract law, risk management, and procurement practices
• Demonstrated leadership experience, including mentoring and team development
• Excellent communication skills with the ability to influence across all levels
• US citizenship and ability and willingness to obtain a US Security Clearance
• Bachelor's degree in Business Administration, Legal Studies, Political Science, or a related field

Recommended Qualifications

• Experience with federal contracting regulations (FAR/DFAR, SBA, EAR, ITAR)
• Familiarity with large systems integrator agreements
• Knowledge of professional services, cloud, and software licensing terms
• Master's degree in Business Administration, Legal Studies, Political Science, Juris Doctorate, or related field

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