Job Title: Sales Operations Analyst 5
Job Responsibilities:
The Sales Operations Analyst 5, also known as a Complex Contract Negotiator, is responsible for negotiating and managing intricate and high-value professional services and managed applications services contracts. This role requires a blend of legal expertise, business acumen, and strong negotiation skills to ensure agreements meet the needs of all parties while minimizing risk and ensuring compliance with company business practices and policies. Key responsibilities include:
- Negotiation and Drafting of Software Agreements: Engage in discussions with customers to structure favorable terms for both the company and clients. Draft nonstandard contract terms to ensure favorable outcomes and mitigate risks for complex contracts, including Professional Services Contracts, Cloud Service Agreements, and Partnership and Reseller Agreements.
- Financial Selling and Positioning: Collaborate with the Sales team to evaluate competitive pricing and target win prices. Gather information for TCO/ROI analysis and assist Sales with pricing strategies. Work with Solution Management, Delivery, and Sales to evaluate solution options to achieve winning prices.
- Complex Pricing: Obtain Bill of Materials from Solution Manager and calculate solution prices. Review pricing elements such as labor, hardware, governance, supplement services, and adjustments to contingency and inflation to achieve target prices.
- Risk Management: Assess and manage risks associated with contracts, including financial, operational, and legal risks. Advise stakeholders on potential risks and suggest modifications to protect the organization's interests.
- Cross-Functional Collaboration: Work with internal teams such as Sales, Product Management, Solution Architect, and Delivery to ensure contractual terms align with product offerings, pricing models, and strategic objectives.
- Contract Management: Oversee and manage the contract lifecycle from initial drafting to negotiation and final execution.
- Internal Guidance: Provide guidance to the sales team on understanding contract terms, including commercial, legal, and compliance considerations.
Education and Experience Information:
- 5+ years of experience negotiating and drafting complex technology agreements, preferably within the software, SaaS, or tech industries.
- Ability to clearly communicate complex legal and technical concepts to non-legal stakeholders.
- Advanced knowledge of contract law, particularly related to software and technology contracts.
- Bachelor’s degree in Business, Law, Computer Science, or a related field.
- Preferred certifications include Certified Commercial Contracts Manager (CCCM), Certified Information Privacy Professional (CIPP), and Certified Professional Contracts Manager (CPCM).
- Deep familiarity with cloud computing and enterprise software deployment.
- Familiarity with privacy regulations (GDPR, CCPA) and cloud service provider agreements.
- Juris Doctor (JD) or advanced degree in Business (MBA) or Contract Management preferred.
- Proven experience with licensing, SaaS agreements, software development contracts, and IP protection.
- Skilled in risk assessment and the ability to draft contracts that minimize exposure to liabilities.
- Strong understanding of data privacy and security regulations (GDPR, CCPA, HIPAA, etc.) as they relate to SaaS and software.
Salary Information:
- US Hiring Range: $97,500 to $199,500 per annum. May be eligible for bonus and equity.
- The company offers a comprehensive benefits package, including medical, dental, and vision insurance, short and long-term disability, life insurance, flexible spending accounts, 401(k) plan with company match, paid time off, paid holidays, parental leave, and more.
The company is committed to fostering an inclusive workforce and offers equal employment opportunities to all qualified applicants.
