Have 10+ years of experience leading complex commercial negotiations in strategic sourcing, technology procurement, strategic partnerships, deal strategy, corporate development, or a related field.
Are an expert negotiator who enjoys personally developing the strategy, leading the room, and driving difficult deals to resolution.
Have previously managed or led teams and are intentionally seeking a senior individual contributor role centered on direct ownership, influence, and execution.
Have 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.