Overall Purpose :
The Lead Executive Negotiator is responsible for formulating and leading contract strategy and acceptance by leading contracting, legal, technical and client resources for acceptance of ATT compliant contracts on the most complex clients.
Key Roles and Responsibilities : Provides expertise in analysis of terms and conditions, deal strategy and structuring, executive level Customer requirements gathering and negotiation, and serves as the primary interface to the Customer and their consultants, on an opportunity by opportunity basis, with respect to ATTs most significant transactions. Reviews and evaluates Customer, consultant and Outside Counsel proposals concerning pricing and terms and conditions and works with other ATT internal organizations (Pricing, Legal, Operations, Sales, Product, etc.) at appropriate levels to identify risks and rewards associated with taking specified positions and recommends or approves an approach based on knowledge of market conditions, ATT Schedule of Delegations (SOD/SOA), and facts associated with the particular opportunity, including Customer s current contract environment. Serves as the decision maker for the opportunity with respect to the deal structure and terms of the transaction and in Customer meetings. Responsible for integrating a broad spectrum of ATT products and services and the attendant customization of those services, into complex winning offers in a manner that ensures timely, profitable, and mutually beneficial long term agreements between ATT and its Customers. Obtains the necessary information from other ATT resources (e.g., solution architects, design center associates, contract managers, etc.) to make informed decisions in the context of developing detailed ATT positions. Works with necessary sub-teams to ensure back to back alignment between terms and conditions in the Customer contract and those in supplier and subcontractor contracts. Escalates and presents recommended positions on non-standard business issues for review and approval by appropriate parties, including the Executive Review Board. The Lead Executive Negotiator is viewed as expert in the field of negotiation by both the Company and the Customer. Works on issues that impact design/selling success or address future concepts, products or technologies. Creates formal networks with key decision makers and Industry groups, serving as an external spokesperson for ATT. Possesses a unique mastery within the organization of leading -edge or complex contracts, internal operations capabilities, and technology. Degree: Typically requires an advanced degree and a minimum of 15 years of related experience.
Experience : This position requires excellent contracting and negotiation experience, financial analysis skills, knowledge of legal and regulatory matters, consultative selling skills, knowledge of ATT products and services and competitive products and services, experience negotiating with consultants and familiarity with their strategies, and the ability to navigate the custom contracting process and the SOA/SOD approval process. The Lead Executive Negotiator must have a track record of leading and contracting significant business relationships between AT&T and major customers.
Supervisory : No.
Typically requires an advanced degree
- Minimum of 15 years of related experience preferred
- IT background preferred
AT&T - 21 months ago
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