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Job Description

A consulting client is seeking a seasoned software procurement negotiator to join their Commercial Practice as a Senior Consultant. This individual will lead high-stakes commercial negotiations with both large enterprise SaaS providers and smaller niche vendors on behalf of their clients.

The ideal candidate has deep experience negotiating complex SaaS and software agreements, with a strong understanding of pricing models, commercial levers, and key contractual protections. This is a client-facing, deal-focused role, not a traditional procurement operations position.

Key Responsibilities:

Lead Commercial Negotiations

- Act as the lead negotiator on behalf of clients for software and SaaS transactions, including new purchases, renewals, expansions, and restructures.

- Drive strategic negotiation strategies that optimize pricing, terms, and contractual protections.

- Navigate complex deal dynamics involving both large enterprise vendors (e.g., Salesforce, ServiceNow, Microsoft) and emerging SaaS providers.

Deal Structuring & Strategy

- Analyze vendor proposals, pricing models, and contract terms to identify negotiation opportunities.

- Develop negotiation plans and commercial positions tailored to client objectives.

- Advise clients on best-in-class commercial structures, pricing benchmarks, and market trends.

Client Advisory

- Serve as a trusted advisor to senior client stakeholders (CIO, CFO, CPO), providing clear recommendations and negotiation strategies.

- Support clients in understanding deal trade-offs, risk allocation, and value levers.

- Present commercial options and negotiation outcomes with clarity and impact.

Collaboration & Knowledge Sharing

- Collaborate with clients delivery and legal teams to align negotiation strategy with contractual positions.

- Contribute to internal playbooks, pricing benchmarks, and negotiation frameworks to build firm-wide capability.

We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment regardless of their race, color, ethnicity, religion, sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military or uniformed service member status, or any other status or characteristic protected by applicable laws, regulations, and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please send a request to [email protected] learn more about how we collect, keep, and process your private information, please review Insight Global's Workforce Privacy Policy: https://insightglobal.com/workforce-privacy-policy/.

Skills and Requirements

- 10+ years of software procurement or commercial negotiation experience, with a strong focus on SaaS deals.

- Demonstrated success leading complex, high-value SaaS negotiations (typically $1M+ TCV).

- Deep understanding of SaaS pricing models, discounting structures, and key legal/commercial terms (e.g., renewals, SLAs, liability, data protection).

- Comfortable negotiating with both large global software vendors and smaller, agile SaaS providers.

- Strong executive communication and client-facing advisory skills.

- Ability to work independently and integrate seamlessly into client teams.