Principal Category Manager

About the role

The Principal Category Manager – Indirect Sourcing is responsible for developing and executing sourcing strategies across indirect spend categories, with a primary focus on enterprise software, technology, and professional services. This role leads complex negotiations with strategic suppliers, drives cost savings and risk mitigation initiatives, and serves as a trusted advisor to business stakeholders.

Responsibilities

• Manage strategic indirect spend categories, including software, IT, legal, fleet, utilities, marketing, and professional services.
• Lead complex negotiations and commercial discussions with key suppliers, including Microsoft, Oracle, ServiceNow, and other enterprise technology providers.
• Develop and execute category strategies that support business objectives while optimizing cost, risk, and supplier performance.
• Partner with Legal, Finance, IT, Security, and business leaders to negotiate and execute contracts.
• Lead RFX events, supplier evaluations, bid analyses, and sourcing recommendations utilizing Coupa and other sourcing tools.
• Manage supplier relationships, business reviews, and performance improvement initiatives.
• Identify and deliver savings, cost avoidance, and value creation opportunities.
• Coach and develop a team of indirect sourcing professionals while providing guidance on sourcing strategy, negotiations, and stakeholder engagement.
• Drive compliance with procurement policies, contract management processes, and supplier governance requirements.

Requirements

• Bachelor's Degree in Business, Supply Chain, Finance, Information Systems, or a related field.
• 8+ years of indirect strategic sourcing, procurement, or category management experience.
• Significant experience negotiating enterprise software, SaaS, cloud, telecommunications, IT, and professional services agreements.
• Demonstrated success leading complex commercial negotiations with strategic suppliers, including providers such as Microsoft, Oracle, ServiceNow, and similar enterprise technology vendors.
• Experience drafting, negotiating, and redlining master services agreements, software licensing agreements, SaaS agreements, statements of work, and related commercial contracts.
• Experience developing and executing category strategies that deliver measurable cost savings, cost avoidance, and supplier performance improvements.
• Strong financial and analytical skills, including business case development, total cost of ownership analysis, and supplier evaluation.
• Experience using Coupa (or similar source-to-pay and spend management platforms) for sourcing events, contract management, supplier management, and procurement analytics.
• Familiarity with supplier onboarding, compliance, and risk management platforms such as Avetta.
• Prior experience coaching, mentoring, or managing Category Managers and sourcing professionals.
• Excellent communication, negotiation, stakeholder management, and influencing skills.
• Able to manage multiple priorities and drive results in a fast-paced environment.