Director, Lead Negotiator
Fluence
full-time
Posted on:
Location Type: Hybrid
Location: Texas • Virginia • United States
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Job Level
About the role
- Serve as Fluence’s primary negotiator for major EPC, equipment supply, and services contracts with executive-level customer stakeholders.
- Define negotiation strategy, commercial structure, and risk positions for complex transactions aligned with business objectives.
- Partner closely with VP and C-level leaders to shape deal decisions, resolve escalations, and secure approvals.
- Oversee a pipeline of complex negotiations, ensuring predictable timelines, commercial quality, and alignment to quarterly/annual order intake goals.
- Provide guidance and development to managers and negotiators; strengthen negotiation capabilities across the organization.
- Lead alignment with Legal, Finance, Delivery, Supply Chain, Engineering, and Commercial Operations to ensure readiness for negotiations and approvals.
- Ensure commercial terms comply with internal approval processes, risk guidelines, and contracting policies.
- Build trusted relationships with senior customer executives, procurement leaders, and external advisors.
- Lead enhancements to contract templates, negotiation playbooks, and commercial governance to accelerate deal execution and support business scalability.
- Ensure all final documents are executed accurately and handed over seamlessly to Delivery and Operations teams.
Requirements
- 15+ years of total professional experience.
- 7–8 years of experience leading complex contract negotiations, preferably in the energy, infrastructure, or technology sectors.
- Demonstrated success managing multimillion-dollar negotiations with senior customer executives.
- Deep commercial, financial, and legal understanding, including risk allocation, liabilities, warranties, and performance frameworks.
- Strong leadership and people-development skills with experience coaching teams.
- Proven ability to influence across a matrixed, global organization.
- High executive presence, strategic thinking, and excellent communication skills.
- Bachelor’s degree in Business, Engineering, Law, or related field; MBA or advanced degree preferred.
Benefits
- Health insurance
- Professional development opportunities
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
contract negotiationrisk allocationfinancial analysislegal complianceperformance frameworkscommercial governancenegotiation strategymultimillion-dollar negotiationscontract templatesnegotiation playbooks
Soft Skills
leadershippeople developmentstrategic thinkinginfluencecommunicationrelationship buildingproblem solvingexecutive presencecoachingcollaboration
Certifications
Bachelor's degreeMBAadvanced degree