IT Sourcing and Negotiation Advisor


Location: Boston, MA

Job Description

UpperEdge is a leading IT sourcing and commercial advisory firm headquartered in downtown Boston. We specialize in providing clients with market and vendor intelligence, sourcing and negotiation best practices, and negotiation advice and support for our clients’ most strategic IT initiatives. At UpperEdge we understand that the quality of our delivery is based upon the quality of our people and we recruit and retain only the best. During the hiring process, much focus is placed on ensuring the character of our team continues to be built upon a unique blend of integrity, competence, commitment, creativity, candor, discipline, humility, passion, and maturity.

UpperEdge is currently looking for a professional, high energy individual to join its growing team of experts in an IT sourcing and negotiation advisory support role with a primary focus on Microsoft, Salesforce and ServiceNow negotiations. The ideal candidate will play a central role in analyzing client material and preparing deliverables that support the strategic advice delivered to Fortune 500 executives during UpperEdge’s client engagements. This individual must have the ability to manage multiple tasks efficiently, exercise superior judgment, and maintain the drive to work productively in a fast-paced, team-oriented environment while maintaining a positive demeanor.

UpperEdge is considering candidates that have experience with any one of the three vendors (Microsoft, Salesforce or ServiceNow) but must have an interest in learning and becoming proficient with the others.

Duties and Responsibilities

  • Conduct comprehensive analysis of IT application (on-premise software and cloud subscriptions) including related proposals, agreements, statements of work and contractual documentation
  • Identify and comment on the critical business, financial, and legal issues within Microsoft, Salesforce and ServiceNow proposals, agreements, and related contractual documentation
  • Provide written analysis of Microsoft, Salesforce and ServiceNow proposed pricing and contractual terms and conditions
  • Develop and recommend sourcing and negotiation strategies
  • Conduct Microsoft, Salesforce and ServiceNow market intelligence research
  • Contribute to the enhancement and maintenance of internal intelligence database
  • Develop and improve delivery templates and infrastructure; and
  • Perform financial analysis and modeling to include 5 and 10-year TCO comparisons

Microsoft Specific Qualifications

  • Understanding for Microsoft products (on-premise and cloud) – including associated plans and features
  • Understanding for Microsoft licensing policies, practices and strategies
  • Ability to identify non-compliant and/or non-optimized licensing and suggest improvements
  • Ability to identify optimal purchasing option(s) while outlining risks and costs associated with each
  • Understanding for Microsoft agreement structures and volume licensing purchase programs
  • Experience with net-new product and renewal negotiations
  • Familiarity with non-standard commercial concessions and contract terms offered

Salesforce Specific Qualifications

  • Understanding for Salesforce products and solutions – including associated editions and features
  • Understanding for Salesforce practices and strategies with customer base
  • Understanding for Salesforce pricing and pricing metrics
  • Experience with Salesforce net-new product and renewal negotiations
  • Familiarity with non-standard commercial concessions and contract terms offered


ServiceNow Specific Qualifications

  • Understanding for ServiceNow products and solutions – including associated editions and features
  • Understanding for ServiceNow user types
  • Understanding for ServiceNow practices and strategies with customer base
  • Understanding for ServiceNow pricing and pricing metrics
  • Experience with ServiceNow net-new product addition and renewal negotiations
  • Familiarity with non-standard commercial concessions and contract terms offered

General Qualifications

  • 3-5 years of relevant experience in sourcing (Microsoft, Salesforce or ServiceNow experience preferred but not required)
  • Domain knowledge in IT sourcing, procurement, and contract negotiation
  • Excellent written and verbal communication skills
  • Strong analytical skills to include data comparison and financial analysis/modeling
  • Strong experience with Microsoft tools (e.g. Word, PowerPoint, Excel, and Outlook)
  • Excellent interpersonal skills – a positive attitude and high-level energy required
  • Ability to multitask and meet multiple deadlines in a timely fashion
  • Ability to work well both individually and in a team environment
  • Bachelors’ degree in a related field

Benefits

  • Salary levels are competitive and commensurate with experience
  • UpperEdge offers company sponsored health and dental insurance, Flexible Spending Accounts, holidays and paid time off, 401(k), and other exciting benefits

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