Director, Lead Negotiator

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.

Key Responsibilites

- 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.

Required Qualifications & Experience

- 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.

Our Culture

At Fluence, our culture is the foundation that drives our ambitious growth strategy and fuels our mission to transform the future of energy. Our core cultural pillars empower us to innovate, collaborate, and lead with purpose, ensuring we continue to deliver unparalleled value to our customers and the world.

Unleash Voices

We believe every voice matters. We encourage openness, active listening, and decisive action to create a culture where everyone has the opportunity to contribute to our success. We foster an environment where diverse perspectives are heard and valued, driving innovation and progress.

Customer Fluent

Our customers are at the heart of everything we do. We’re committed to delivering exceptional value that exceeds expectations by understanding our customers' needs and adapting swiftly to meet them. Our deep focus on customer satisfaction drives us to continuously improve and innovate.

Infinite Impact

We are committed to creating the impossible. We push boundaries to deliver sustainable, game-changing solutions that shape a brighter, more energy-efficient future for all. Our team is passionate about making a lasting impact that will resonate for generations to come.

All In

We are all in for growth. Our teams are relentlessly focused on identifying and seizing opportunities that propel us forward. We embrace an ownership mindset, pushing ourselves and each other to accelerate progress and create lasting success.