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Senior Business Officer

Job Category: Legal
Location: Germany - Bavaria
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Meet Our Team:

Working closely with sales, you will be a key contributor to the growth of the organization and report directly into an EMEA leader. You will work within a specialist team called the EMEA Business Office which supports Sales in applying our Go-To-Market strategies to find the best as-a-Service licensing approach for our clients. Your peers within the Business Office are a well-rounded group of professionals that are familiar with both legal and commercial practices. So, if you’re looking to grow and refine your abilities within a dynamic fast-growing tech-company, then this is the team for you.

Picture Yourself at Pega:

Pega is changing the way the world builds software. As a Senior Business Officer will be able to lead and manage the mission-critical task of providing pricing and strategic deal framing support to the sales team, as well as drafting, negotiating and closing various complex software licenses, Cloud and service transactions. These transactions are often multi-million-dollar deals with large industry-leading companies and involve time-sensitive, intensive negotiations with skilled client procurement experts or professional negotiators

What You'll Do at Pega:

  • Lead the rapid framing of license transactions and negotiation strategy, working with Sales, Finance and senior management, to drive internal approvals for the completion of customer proposals including public tender submissions.
  • Act as lead negotiator for the company in direct interaction with customers’ procurement executives to ensure that negotiations are conducted in a disciplined manner using Pega’s full offer process to retain maximum value for the company and consistency with company standards and precedent.
  • Support sales on the preparations of public tender submissions.
  • Act as role model and point of advice within the Business Officer Team to share and develop best practices around license and negotiation tactics.
  • Review and draft software license and services agreements using concise, “plain language" (English and German where appropriate) to rapidly resolve contract issues in a manner that is reasonable for the company and the customer.
  • Apply the EVB-IT standard contracts in public tender processes and be able to map German standard language to Pega internal English language.


Who You Are:

You either have a legal background or a business background (or both) and experience as a skilled negotiator with a successful track record of closing high revenue, high complexity deals (ideally with software licenses such as cloud and/or service, but could also be within other relevant industries).  In addition, you have (or are able to build) an understanding of deal structuring, pricing, and contract drafting. You will have had experience collaborating with sales executives and sales leadership in fast paced environment and an extensive background in the legal space. Ideally you will have had experience with german public procurement processes and will have advised on or supported in public tender bids and contracting based on pblic tender rules and the EVB IT standard contracts. As an ideal candidate for this role you will have a high degree of integrity, motivation, and a drive for results, without sacrificing customer success.


  • EU Bachelor’s degree or International equivalent
  • 5-10+ years’ experience negotiating complex transactions
  • 5-10+ years’ experience drafting complex contracts
  • Understanding of key technologies relevant to Pegasystems’
  • Understanding of software revenue recognition
  • Fluency in English and German

What You've Accomplished:

  • You have had detailed involvement in deal structuring, pricing, contract drafting, negotiating business and contractual terms with customers, and revenue recognition analysis.
  • You have partnered and collaborated with internal stakeholders like finance, to align on business and financial goals.
  • You are experienced interacting with senior management on strategic decisions.

Pega Offers You:

  • Gartner Analyst acclaimed technology leadership across our categories of products
  • Continuous learning and development opportunities
  • An innovative, inclusive, agile, flexible, and fun work environment
  • Competitive global benefits program inclusive of pay + bonus incentive, employee equity in the company and healthcare benefits
  • A development path to Lead Business Officer EMEA

Job ID: 20663

Inclusion and Diversity – Inclusive is one of our values at Pega. Pegasystems is committed to inclusion and diversity and strives to foster a fair and inclusive environment for all. We believe Pega can achieve more when we create a culture that inspires each of us to fully contribute each and every day. We encourage diverse thinking and collaboration for better outcomes for all. Learn more about our inclusive culture.

We encourage candidates of all backgrounds and skillsets to consider opportunities at Pega. At Pega, we focus on the skills needed to be successful and we know that our employees can thrive even if they don't possess a traditional background. If you like the sound of this role, but are not sure if you are the right person, please consider applying. We would love to hear from you!

As an Equal Opportunity and Affirmative Action employer, Pegasystems will not discriminate in its employment practices due to an applicant's race, color, religion, sex, sexual orientation, gender identity, national origin, age, genetic information, veteran or disability status, or any other category protected by law.

Accommodations – If you require reasonable accommodations under the Americans with Disabilities Act (US only) or comparable regional regulations in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please contact us here or contact (US only) 1-888-PEGA-NOW and/or 225 Wyman Street Waltham, MA 02451 ATTN: Benefits.

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