Overview
Interact with customers from all over the world-from every industry and level of government. Your role is essential to the procurement and sales process because you will capture a deal's nuances to meet Esri's business needs and sales goals. You will exercise your negotiation skills to build relationships, mitigate risk, and protect Esri's intellectual property. As a self-starter, you will seek to effectively prioritize assignments and issues to drive resolution, growth, and process improvement. You will work with a team of highly skilled contracts negotiators and attorneys to support the customer focused Esri philosophy and promote the adoption of Esri's ArcGIS technology, both in the US and around the World.
Since this position is located in Vienna, VA, we will offer relocation assistance if needed.
Responsibilities

• Manage a workload of primarily heavily negotiated contract templates and customer templates
• Review, draft, and negotiate cloud, data, software, services and OEM, reseller, VARs, and partner channel agreements of high complexity with commercial customers and government entities in accordance with Esri guidelines
• Respond to contract work requests promptly and provide quality, customer-focused support to internal/external customers and suppliers
• Collaborate with and provide direction to internal teams to ensure contract terms are consistent with Esri's business, financial, and risk management objectives
• Consistently anticipate and guard against potential contractual risks and propose mitigation strategies
• Identify opportunities to streamline negotiations and educate customers and colleagues
• Develop an area of expertise and impart subject matter knowledge
• Mentor and assist contracts specialists and coordinators in drafting and negotiating
• Maintain high ethical standards in every aspect of the position and comply with company policy, laws, and regulations
• Aid in the creation and update of contract templates for new and existing products and programs

Requirements

• 8 years of experience negotiating and drafting agreements with a bachelor's in business, contracts administration, legal studies, or a related field; or 6 years of experience with an advanced degree such as an MBA or JD
• 2 years of experience negotiating technology and service agreements
• Superior negotiation techniques and drafting skills
• Mastery of written and verbal communications
• Detail oriented, well organized, analytical, quick learner
• Ability to work independently as well as collaboratively in a collegial, fast-paced environment
• Diligent and proactive with sound business judgment and strategic thinking
• Ability to manage a significant volume of agreements in a timely manner
• Excellent Microsoft Office and computer skills; Conga (formerly known as Apttus) experience is a plus

Recommended Qualifications

• Experience with open-source software and open data licensing considerations
• Experience negotiating software and cloud security clauses and addendums

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Total Rewards
Esri'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
$86,320-$156,000 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.
If you don't meet all of the preferred qualifications for this position, we encourage you to still apply!
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 askcareers@esri.com 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.
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