Job Title: Sales Operations Analyst 5
Job Responsibilities:
The Sales Operations Analyst 5, serving as a Complex Contract Negotiator, is responsible for negotiating and managing intricate, high-value professional services and managed applications services contracts. This role demands a combination of legal expertise, business acumen, and strong negotiation skills to ensure agreements meet all parties' needs, minimize risk, and ensure compliance with company business practices and policies. Key responsibilities include:
- Negotiation and Drafting of Software Agreements:
- Engaging in discussions with customers to structure favorable terms for both the company and clients.
- Drafting nonstandard contract terms to ensure favorable outcomes and mitigate risks for complex contracts, including Professional Services Contracts, Cloud Service Agreements, Partnership and Reseller Agreements.
- Financial Selling and Positioning:
- Reviewing with the sales team competitors, customer's internal sponsor, evaluating competitive price range, and target win price.
- Working with sales and/or customers to gather information for TCO/ROI analysis.
- Preparing TCO/ROI analysis and assisting sales with positioning pricing with customers.
- Collaborating with Solution Management, Delivery, and Sales to evaluate solution options to achieve winning prices.
- Complex Pricing:
- Obtaining Bill of Materials from Solution Manager and calculating solution price.
- Reviewing pricing elements like labor, hardware, governance, supplement services, and adjustments to contingency & inflation to achieve target price.
- Risk Management:
- Assessing and managing risks associated with contracts, including financial, operational, and legal risks.
- Advising stakeholders on potential risks and suggesting modifications to protect the organization's interests.
- Cross-Functional Collaboration:
- Collaborating 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:
- Overseeing and managing the contract lifecycle from initial drafting to negotiation and final execution.
- Internal Guidance:
- Providing guidance to sales in understanding contract terms, including commercial, legal, and compliance considerations.
Education and Experience Information:
- A minimum of 5+ years of experience in 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.
- Certifications such as Certified Commercial Contracts Manager (CCCM), Certified Information Privacy Professional (CIPP), and Certified Professional Contracts Manager (CPCM) are advantageous.
- Deep familiarity with cloud computing and enterprise software deployment.
- Familiarity with privacy regulations (GDPR, CCPA) and cloud service provider agreements.
- A Juris Doctor (JD) or advanced degree in Business (MBA) or Contract Management is preferred.
- Proven experience with licensing, SaaS agreements, software development contracts, and IP protection.
- Skilled in risk assessment and the ability to draft contracts minimizing exposure to liabilities.
- Strong understanding of data privacy and security regulations (GDPR, CCPA, HIPAA, etc.) as they relate to SaaS and software.
Salary Information:
The hiring range in the United States is from $97,500 to $199,500 per annum. The position may be eligible for bonuses and equity. The company maintains broad salary ranges to account for variations in knowledge, skills, experience, market conditions, and locations, as well as to reflect the company’s differing products, industries, and lines of business. Candidates are typically placed into the range based on these factors as well as internal peer equity.
The company US offers a comprehensive benefits package including:
- Medical, dental, and vision insurance, including expert medical opinion.
- Short-term and long-term disability.
- Life insurance and AD&D.
- Supplemental life insurance (Employee/Spouse/Child).
- Health care and dependent care Flexible Spending Accounts.
- Pre-tax commuter and parking benefits.
- 401(k) Savings and Investment Plan with company match.
- Paid time off: Flexible Vacation and Accrued Vacation based on employment status and hours worked.
- 11 paid holidays.
- Paid sick leave.
- Paid parental leave.
- Adoption assistance.
- Employee Stock Purchase Plan.
- Financial planning and group legal.
- Voluntary benefits including auto, homeowner, and pet insurance.
The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.
