Senior Principal Contracts Manager – Deal Strategy & Negotiation

Esri; Redlands (CA); On-site; USD 101,000 - 212,000; Full time

Benefits offered by this job

Relocation assistance

Job summary

Esri in Redlands, CA is seeking a senior contracts leader to drive complex negotiations, shape deal strategy, and mentor contracts professionals within the Professional Services organization. You will own critical agreements, influence contract execution approaches, and guide pricing strategies while working with business executives across functions.

The role requires extensive experience in contract administration, legal risk management, and procurement, plus the ability to obtain a US security

Qualifications

• 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.

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.

Skills

Leadership

Negotiation

Communication

Influence

Education

Bachelor's degree

Master's degree

Job description

Overview

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

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 issuesExecutive 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

Total RewardsEsri’s competitive total rewards strategy includes industry-leading health and welfare benefits: medical, dental, vision, basic and supplemental life insurance for employees (and their families), 401(k) and profit-sharing programs, minimum accrual of 80 hours of vacation leave, twelve paid holidays throughout the calendar year, and opportunities for personal and professional growth. Base salary is one component of our total rewards strategy. Compensation decisions and the base range for this role take into account many factors including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs.

A reasonable estimate of the base salary range is: $100,880 USD - $212,160 USD

The Company

At Esri, diversity is more than just a word on a map. When employees of different experiences, perspectives, backgrounds, and cultures come together, we are more innovative and ultimately a better place to work. We believe in having a diverse workforce that is unified under our mission of creating positive global change. We understand that diversity, equity, and inclusion is not a destination but an ongoing process. We are committed to the continuation of learning, growing, and changing our workplace so every employee can contribute to their life’s best work. Our commitment to these principles extends to the global communities we serve by creating positive change with GIS technology. For more information on Esri’s Racial Equity and Social Justice initiatives, please visit our website here.

Esri is an equal opportunity employer (EOE) and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need reasonable accommodation for any part of the employment process, please email [e-mail] and let us know the nature of your request and your contact information. Please note that only those inquiries concerning a request for reasonable accommodation will be responded to from this e‑mail address.

Esri Privacy Esri takes our responsibility to protect your privacy seriously. We are committed to respecting your privacy by providing transparency in how we acquire and use your information, giving you control of your information and preferences, and holding ourselves to the highest national and international standards, including CCPA and GDPR compliance.