Director, Lead Negotiator

Fluence

. Serve as Fluence’s primary negotiator for major EPC, equipment supply, and services contracts with executive-level customer stakeholders.

Posted 4/3/2026full-timeTexas, Virginia • 🇺🇸 United StatesSeniorWebsite

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

Health insurance
Professional development opportunities

ATS Keywords

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Applicant Tracking System Keywords

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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