• Senior Business Officer

    Pegasystems (Waltham, MA)


    Senior Business Officer

     

    Job Category: Legal

    Meet Our Team:

    Join a dynamic Legal team at Pega, where we partner closely with Sales, Finance, and Senior Management to drive business success in the public sector. We are passionate about delivering innovative solutions to Federal, State, and Local government customers, ensuring compliance and excellence in every transaction. Our team values collaboration, mentorship, and continuous improvement, supporting each other to achieve outstanding results.

    Picture Yourself at Pega:

    Imagine yourself as a trusted advisor, leading high-stakes negotiations with government agencies and making a direct impact on Pega’s growth. You’ll be at the center of complex deals, working alongside talented colleagues who value your expertise and strategic thinking. These transactions often involve multi-million dollar deals with major government organizations and require that you provide critical legal and strategic guidance on transactions with large government agencies, directly and through various contract channels, that involve time-sensitive, high-intensity negotiations with skilled procurement experts or professional negotiators. You’ll have opportunities to mentor others, share your knowledge, and help build best practices for public sector transactions. At Pega, your voice matters and your work drives real business outcomes.

    What You'll Do at Pega:

    + Lead and manage complex software license and service transactions, working with Pega’s government Sales team, Finance and Senior Management, and drive internal approvals and submission of customer Proposals, Quotes, and RFP Responses.

    + Frame, draft, negotiate, and close deals with government agencies, ensuring compliance with company policies and public procurement rules.

    + Act as a role model and escalation point for negotiation tactics, supporting and mentoring team members.

    + Participate in proactively setting direction and strategy for success of the Pega Government Business Officer team, including actively coaching and mentoring others, including Account Executives, on how to effectively frame and close deals. Build, maintain, and continuously improve public sector contract playbooks and fallback terms.

    + Advise on public sector compliance issues, including data protection, privacy, security, and the use of AI/cloud services.

    + Drive the timely completion of all deal steps, from strategy setting to contract signature.

    + Build and maintain contract playbooks and fallback terms, and provide ongoing training on legal topics and negotiation strategies.

    + Review and draft agreements in clear, concise language, collaborating with Finance to align contract terms with revenue recognition requirements.

    + Keep senior management and internal systems updated on deal status, terms, and key contract milestones.

    Who You Are:

    + A strategic thinker and skilled negotiator, comfortable leading high-intensity negotiations with government procurement experts.

    + A collaborative team player who proactively interacts with senior management and cross-functional teams.

    + A mentor and coach, dedicated to sharing knowledge and enabling others to succeed.

    + Detail-oriented and disciplined, with a strong commitment to compliance and operational excellence.

    What You've Accomplished:

    + Bachelor’s Degree (U.S. or international equivalent) and Juris Doctor Degree (U.S. or international equivalent).

    + 10+ years of relevant experience at a major law firm and in-house, including at least 5 years in commercial contracting for SaaS or software licensing transactions and supporting a sales organization Understanding of key technologies relevant to Pegasystems

    + Proven track record negotiating agreements with Federal, State, and Local government customers.

    + Deep understanding of procurement processes, regulations, and compliance requirements for commercial item contractors and subcontractors.

    + Experience with and deep working knowledge of State, Local and Federal acquisition processes, including an understanding of the FAR, and experience with GWACs, government reseller processes, prime contracting procedures, and compliance certs and reps.

    + Familiarity with channel practices (distributors, resellers) and data security/privacy laws in the U.S., Canada, and E.U. data security and privacy laws

    + Prior success in negotiating software licenses, technology pricing, and software revenue recognition.

    Pega Offers You:

    + Gartner Analyst acclaimed technology leadership across our categories of products

    + Continuous learning and development opportunities

    + An innovative, inclusive, agile, flexible, and fun work environment

    + Competitive global benefits program inclusive of pay + bonus incentive, employee equity in the company

    \#LI-JP1

    Job ID: 22642

     

    It is Pega's policy to engage, recruit, hire, promote, train, discipline, and compensate in all job classifications, without regard to race, color, sex, religion, national origin, age, disability, sexual orientation, gender identity, veteran status, or any other category protected by law.

     

    https://www.pega.com/about/careers/equal-employment-opportunity