Director, Lead Negotiator

Fluence

About The Position

Fluence (Nasdaq: FLNC) is a global market leader delivering intelligent energy storage and optimization software for renewables and storage. Our solutions and operational services are helping to create a more resilient grid and unlock the full potential of renewable portfolios. With gigawatts of successful implementations across nearly 50 markets, we are transforming the way we power our world for a more sustainable future. For more information, please visit fluenceenergy.com. Job Description: Role Overview The Director, Lead Negotiator is a senior commercial leader responsible for driving Fluence’s most complex, high-value contract negotiations. This role is accountable for shaping commercial strategies, defining negotiation approaches, and representing Fluence at the highest levels with customers and partners. This position manages a portfolio of strategic deals, supports enterprise-wide commercial decision-making, and coaches other negotiators and commercial team members. The Director plays a critical role in balancing commercial value, risk, and long-term customer relationships while enabling predictable, high-quality deal closure.

Requirements

15+ years of total professional experience.
7–8 years of experience leading complex contract negotiations, preferably in the energy, infrastructure, or technology sectors.
Demonstrated success managing multimillion-dollar negotiations with senior customer executives.
Deep commercial, financial, and legal understanding, including risk allocation, liabilities, warranties, and performance frameworks.
Strong leadership and people-development skills with experience coaching teams.
Proven ability to influence across a matrixed, global organization.
High executive presence, strategic thinking, and excellent communication skills.
Bachelor’s degree in Business, Engineering, Law, or related field; MBA or advanced degree preferred.

Responsibilities

Lead High-Value Negotiations: Serve as Fluence’s primary negotiator for major EPC, equipment supply, and services contracts with executive-level customer stakeholders.
Develop Commercial Strategy: Define negotiation strategy, commercial structure, and risk positions for complex transactions aligned with business objectives.
Executive Stakeholder Influence: Partner closely with VP and C-level leaders to shape deal decisions, resolve escalations, and secure approvals.
Portfolio Leadership: Oversee a pipeline of complex negotiations, ensuring predictable timelines, commercial quality, and alignment to quarterly/annual order intake goals.
Coach and Mentor Team Members: Provide guidance and development to managers and negotiators; strengthen negotiation capabilities across the organization.
Cross-Functional Leadership: Lead alignment with Legal, Finance, Delivery, Supply Chain, Engineering, and Commercial Operations to ensure readiness for negotiations and approvals.
Governance & Compliance: Ensure commercial terms comply with internal approval processes, risk guidelines, and contracting policies.
Customer Engagement: Build trusted relationships with senior customer executives, procurement leaders, and external advisors.
Continuous Improvement: Lead enhancements to contract templates, negotiation playbooks, and commercial governance to accelerate deal execution and support business scalability.
Deal Close & Handover: Ensure all final documents are executed accurately and handed over seamlessly to Delivery and Operations teams.