Lead Contracts & Negotiations

The Role

The Contracts and Negotiation Lead is responsible for partnering with sales leaders to develop and implement customer pricing strategy, deal structure, contracts, negotiations, and contract execution across all client segments (Marquee, Premier, Regional). This role is customer facing where and when appropriate in support of financial structure, new licensing terms and components of the agreement.

Key Responsibilities

• Strategic Pricing & Deal Architecture
• Understand the current commercial structure of our agreements and pricing of our offerings
• Define and propose new structures that leverage our incumbency to create better opportunities for expansion & long-term growth
• Apply commercial and pricing governance, including discount policy adherence, approval enforcement, and deal-level margin considerations in partnership with Finance
• Introduce market-leading concepts that will be positively received by our Clients (e.g., more flexibility in deployment across the portfolio, predictable spend, new incentives, etc.)
• Establish and enforce price floors across segments
• Create and maintain playbooks for standard vs. non-standard deal paths and escalation thresholds
• Partner with Legal, where appropriate, to manage non-standard terms; ensure risk exceptions, compliance requirements, and required approvals are captured and auditable
• Drive consolidation of multiple contracts per client into simplified agreements that enable growth product adoption
• Contracts & Legal Coordination, Deal Execution & Governance (Quote to Contract)
• Oversee end-to-end deal execution from intake through pricing, proposal, negotiation, contract execution, and handoff
• Maintain expert-level knowledge of CCC’s contracts, triage contract issues, resolve routine T&C questions directly, and prepare cleaner handoffs when attorney review is needed
• Create and maintain playbooks for standard vs. non-standard deal paths and escalation thresholds
• Drive role clarity and eliminate non-decision makers from deal workflows
• Run a consistent deal unblock cadence (e.g., standing deal triage or deal factory sessions)
• Drive consolidation of multiple contracts per client into simplified agreements that enable growth product adoption
• Reduce quote-to-contract cycle time
• Reduce deal rework and administrative rejections
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