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Pegasystems · 2 days ago

Commercial Counsel/Senior Business Officer: Public Sector

Waltham, MA

Full-time

Onsite

Senior Level, Lead/Staff

$179K/yr - $273K/yr

10+ years exp

Pegasystems is a dynamic company that partners closely with Sales, Finance, and Senior Management to drive business success in the public sector. The role involves leading high-stakes negotiations with government agencies, providing legal and strategic guidance on complex software licensing transactions, and mentoring team members to achieve outstanding results.

Artificial Intelligence (AI)CRMRobotic Process Automation (RPA)Software

Comp. & Benefits

Responsibilities

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

Qualification

Commercial contractingPublic sector complianceNegotiation skillsSaaS licensingGovernment procurementTeam collaborationMentoringDetail-oriented

Required

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