Business Led Buying Negotiator

Location: Home-based or Hybrid, United States

 

Position Summary:

 

The Business-Led Buying Negotiator is a key member of the Business-Led Buying Center of Excellence (CoE) on the Strategic Technology Procurement (STP) team at Bentley Systems. This role is responsible for leading complex, high-value negotiations by partnering directly with business owners (DX, Sales, Engineering, Marketing, etc.) to shape deal strategy, align stakeholders, and close agreements. The Negotiator will execute their duties within the CoE's framework, utilizing standardized processes and best practices to drive commercial value, mitigate risk, and ensure alignment with Bentley Systems' overarching goals.

 

Responsibilities:

 

• Negotiation Leadership: Lead end-to-end negotiations for strategic, high-spend vendors (new, renewal, expansion), including pricing, commercial terms, and key contract positions in line with CoE strategies.
• Deal Structuring: Structure deals that align specific business requirements with internal commercial objectives and influence outcomes across cross-functional teams.
• Process Adherence: Apply and support the CoE's standardized processes, policies, and guidelines for business-led buying, utilizing procurement technologies and systems (e.g., WSS, WD and Vendr).
• Contract Management: Draft, review, and negotiate commercial contracts in partnership with Legal, Finance, Security, and other subject matter experts, maintaining clear records of all terms and decisions.
• Stakeholder Alignment: Manage stakeholder alignment by identifying key decision-makers, driving timely approvals, and keeping cross-functional teams coordinated throughout the procurement and contracting cycle.
• Continuous Improvement: Help build and refine repeatable negotiation playbooks (e.g., fallback positions, approval thresholds) to improve contracting efficiency across a large vendor portfolio.
• Post-Signature Management: Ensure clarity on post-signature handoffs (obligations, renewals, key dates) and support dispute resolution and supplier performance management as needed.
• Performance & Success Measures:
  • Contribute to the CoE's Key Performance Indicators (KPIs) by delivering on improved commercial outcomes (e.g., cost savings/avoidance, value adds), cycle-time reduction, and contract quality.
  • Directly influence a portfolio of approximately 700 vendors across software/SaaS, cloud, and professional services, with accountability for outcomes on prioritized negotiations.
  • Achieve high stakeholder satisfaction from business partners.
• This is an individual contributor role.
• This is a full-time role expected to work 40 hours per week.
• This role requires communication with Managers, peers and other colleagues of the company in person, and/or by utilizing Microsoft Teams chat, calling and meeting functions.
• Requires sitting or standing at will while performing work on a computer (or any other physical requirements).

 

Qualifications:

 

• Bachelor's degree in Business Administration, Supply Chain Management, Finance, or a related field.
• 7+ years of experience in procurement, strategic sourcing, deal desk, vendor management, or complex B2B negotiations, preferably in a technology or software environment.
• Proven ability to lead negotiations and manage senior stakeholders through competing priorities without direct authority.
• Strong working knowledge of contract terms and contracting workflows (MSA/SOW, renewals, amendments, SLAs), with comfort reviewing and shaping drafts with legal support.
• Excellent analytical and commercial acumen, with experience in pricing models, total cost of ownership, and scenario modeling to support negotiation strategy.
• Strong understanding of procurement technologies and systems (e.g., ERP, e-sourcing, P2P).
• Excellent communication skills and executi