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

We offer

• Medical, Dental and Vision Insurance (Subsidized)

• Health Savings Account

• Flexible Spending Accounts (Healthcare, Dependent Care, Commuter)

• Short-Term and Long-Term Disability (Company Provided)

• Life and AD&D Insurance (Company Provided)

• Employee Assistance Program

• Unlimited access to LinkedIn learning solutions

• Matched 401(k) Retirement Savings Plan

• Paid Time Off – the employee will be eligible to accrue 15-25 paid days, depending on specific level and tenure with EPAM (accrual eligibility may change over time)

• Paid Holidays - nine (9) total per year

• Legal Plan and Identity Theft Protection

• Accident Insurance

• Employee Discounts

• Pet Insurance

• Employee Stock Purchase Program

• If otherwise eligible, participation in the discretionary annual bonus program

• If otherwise eligible and hired into a qualifying level, participation in the discretionary Long-Term Incentive (LTI) Program

This Remote Position Cannot be Performed in New York City.

EPAM is a leading global provider of digital platform engineering and development services. We are committed to having a positive impact on our clients, our employees, and our communities. We embrace a dynamic and inclusive culture. Here you will collaborate with multi-national teams, contribute to a myriad of innovative projects that deliver the most creative and cutting-edge solutions, and have an opportunity to continuously learn and grow. No matter where you are located, you will join a dedicated, creative, and diverse community that will help you discover your fullest potential.Engineer the Future with a Career at EPAM (

This posting includes a good faith range of the salary EPAM would reasonably expect to pay the selected candidate. The range provided reflects base salary only. Individual compensation offers within the range are based on a variety of factors, including, but not limited to: geographic location, experience, credentials, education, training; the demand for the role; and overall business and labor market considerations. Most candidates are hired at a salary within the range disclosed. Salary range: $140,000 - $200,000. In addition, the details highlighted in this job posting above are a general description of all other expected benefits and compensation for the position.

Applications will be accepted on a rolling basis.

In accordance with the LA County Fair Chance Ordinance, you may find a copy of the Notice containing a summary of the Ordinance’s key provisions here: Concept FCO Posting 8 27 24 (lacounty.gov)

EPAM will not provide new H-1B visa sponsorship for this position. Candidates with existing transferable H-1B status may be considered.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

EPAM Systems, Inc. is an equal opportunity employer. We recognize the value of diversity and inclusion in creating success for our customers, business partners, shareholders, employees and communities. We are committed to recruiting, hiring, developing and promoting employees without discrimination. As a global employer, this commitment includes complying with all laws in the countries in which we operate. Nevertheless, we believe equal employment practices should not be limited to what the law requires. Equal opportunity and inclusion are essential to motivate, empower and recognize the best in everyone.

At EPAM, employment actions are based on individual qualifications, without regard to race, color, religion, creed, gender, pregnancy status, sexual orientation, gender identity, gender expression, marital or familial status, national origin, ancestry, genetics, age, disability status, veteran status, citizenship status when otherwise legally able to work, or any other characteristic protected by law.