Senior Principal Contracts Manager – Deal Strategy & Negotiation
Esri· Geospatial software· Oct 13, 2026 · 15d ago
Redlands, CA
In office
Full-time
Manager
$116K–$154K est.
12+ years exp
Job description
Overview
Lead complex negotiations. Shape deal strategy. Develop contracts talent.
Join Esri`s Professional Services organization in a highly visible contracts leadership role supporting complex, high-impact customer agreements. You`ll serve as a trusted advisor to business leaders, personally leading sophisticated negotiations and helping shape deal structures, pricing strategies, contractual risk decisions, and execution approaches.
This is a hands-on leadership opportunity that combines ownership of critical agreements with broader influence across the contracts function. You`ll mentor and guide contracts professionals, navigate escalated contractual issues, and help evolve the practices and processes that support successful customer engagements.
Esri has a Relocation Assistance Program and can provide support with relocating to the Redlands, CA area for this position.
Responsibilities
Complex and high impact contract negotiations
Contract strategy from RFP through execution and closeout
Deal structure and contractual risk assessment
Pricing and negotiation strategy
Resolution of escalated contractual issues
Executive and cross functional contract advisory
Mentoring and development of contract professionals
Contract-management process improvements and best practices
Requirements
12+ years of progressively complex contract administration experience
Proven success negotiating and structuring a variety of agreement types
Strong expertise in contract law, risk management, and procurement practices
Demonstrated leadership experience, including mentoring and team development
Excellent communication skills with the ability to influence across all levels
US citizenship and ability and willingness to obtain a US Security Clearance
Bachelor's degree in Business Administration, Legal Studies, Political Science, or a related field
Recommended Qualifications
Experience with federal contracting regulations (FAR/DFAR, SBA, EAR, ITAR)
Familiarity with large systems integrator agreements
Knowledge of professional services, cloud, and software licensing terms
Master's degree in Business Administration, Legal Studies, Political Science, Juris Doctorate, or related field
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#LI-Onsite Total Rewards
Esri’s competitive total rewards strategy includes industry-leading health and welfare benefits: medical, dental, vision, basic and supplemental life insurance for employees (and their families), 401(k) and profit-sharing programs, minimum accrual of 80 hours of vacation leave, twelve paid holidays throughout the calendar year, and opportunities for personal and professional growth. Base salary is one component of our total rewards strategy. Compensation decisions and the base range for this role take into account many factors including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. A reasonable estimate of the base salary range is $100,880 — $212,160 USD The Company
At Esri, diversity is more than just a word on a map. When employees of different experiences, perspectives, backgrounds, and cultures come together, we are more innovative and ultimately a better place to work. We believe in having a diverse workforce that is unified under our mission of creating positive global change. We understand that diversity, equity, and inclusion is not a destination but an ongoing process. We are committed to the continuation of learning, growing, and changing our workplace so every employee can contribute to their life’s best work. Our commitment to these principles extends to the global communities we serve by creating positive change with GIS technology. For more information on Esri’s Racial Equity and Social Justice initiatives, please visit our website here .
If you don’t meet all of the preferred qualifications for this position, we encourage you to still apply!
Esri is an equal opportunity employer (EOE) and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need reasonable accommodation for any part of the employment process, please email askcareers@esri.com and let us know the nature of your request and your contact information. Please note that only those inquiries concerning a request for reasonable accommodation will be responded to from this e-mail address.
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Dental
Vision
401(K)