Global Lead – Commercial Negotiations

This individual-contributor role is responsible for leading complex, multi-region commercial negotiations that advance EPAM’s strategic growth agenda. The position collaborates closely with senior sales leaders and cross-functional teams across legal, finance, pre-sales and regional business units to shape negotiation strategies, manage risk, and deliver cohesive global commercial agreements. Success in this role requires strong negotiation capabilities and extensive experience engaging with a broad range of client stakeholders, including their business leaders, IT teams, and procurement functions.

Req.#980777599

Responsibilities

• Lead end-to-end commercial negotiations for global outsourcing service agreements, shaping strategies that align with broader business objectives and ensuring compliance of standard commercial terms across multiple countries and business units
• Coordinate regional and global stakeholder inputs to develop clear, comprehensive negotiation briefs and decision documents for both internal senior leadership and for external client discussions
• Work closely with finance teams to ensure that all financial scenarios presented in internal reviews are accurately represented and fully aligned with the pricing structures, commercial terms, and assumptions shared with the client
• Work closely with legal and sales teams on drafting and negotiating SOWs and MSAs, ensuring full end-to-end alignment of all agreed commercial terms throughout the contract
• Monitor global commercial trends and pricing benchmarks and educate internal teams on their implications. Build best practices across account and delivery teams by rolling out targeted training programs covering contract awareness, commercial acumen, and contract interpretation

Requirements

• 15+ years of experience in global commercial negotiations or senior commercial leadership roles
• Extensive experience in negotiating high-value global agreements and navigating complex contractual terms and conditions
• Strong ability to interpret and model complex commercial structures, supported by robust financial-modeling skills
• Exceptional negotiation, communication, and stakeholder-influencing skills, with experience working with business, IT, procurement, and executive leaders
• Strong business acumen and the ability to operate effectively across a global matrix organization