Global Head of Commercial Negotiations

Help us use technology to make a big green dent in the universe! Kraken powers some of the most innovative global developments in energy. We create the technology that redefines utilities and unlocks a new energy system of the future. By optimising renewable generation, building a more intelligent grid, and empowering utilities to deliver an exceptional customer experience, our operating system is transforming the industry worldwide. It’s an incredibly exciting time to work in energy. Join us on our mission to improve the lives of ONE BILLION humans within the decade and shape a cleaner, better future for everyone. 🏡 Where you'll fit in You'll own strategic technology negotiations end to end. That covers tier-1 SaaS, outsourcing, and core billing platform deals for regulated utilities and energy retailers. You'll report to the Chief Commercial Officer and carry board-level accountability for deals above $100m. You'll lead a cross-functional deal team and make sure every seat is filled by the right person: • Executive sponsor and deal owner: holds the mandate and budget, and breaks deadlocks fast. • Lead negotiator: runs the table, controls pacing and concessions, and stays separate from the delivery owner. This is the seat you'll usually hold. • Commercial and pricing lead: builds the should-cost model and covers pricing structures, benchmarking, and total cost of ownership (TCO). • Legal and contracts counsel: covers liability caps, intellectual property (IP) ownership, indemnities, termination, data protection, and step-in rights. • Technical and solution architect: tests feasibility, scope, service levels (SLAs), and integration and security claims. • Operations and service owner: brings realistic requirements, transition plans, and governance from the business. • Finance and procurement: covers payment terms, currency and indexation, and audit and benchmarking rights. • Risk, security, and compliance: handles regulatory, data residency, and resilience requirements. 🚀 What you'll own • Lead negotiation of multi-year technology and outsourcing agreements worth $250m to $1bn+ in total contract value, from selection through signature. • Set the commercial playbook: pricing structures, walk-away positions, a concession log, and fallback positions on liability, service levels, and exit. • Agree one position before you sit down. Rank priorities as must-have, trade, or give, and define your walk-away point (your best alternative to a negotiated agreement, or BATNA). • Structure deals that fit the risk: fixed price, time and materials, outcome-based, and gain-share, with volume bands, rate cards, indexation, and price-down glide paths. • Decide which risks to transfer, share, or keep, and put a price on each one. • Negotiate core billing and Customer Information System (CIS) replacements, including migration plans, regulatory change, service levels, and exit terms. • Define scope precisely: baseline, assumptions, dependencies, and exclusions. Most disputes start here, so you'll settle them before signature. • Plan the exit from day one: lock-in, data portability, step-in rights, and termination assistance. • Build competitive tension, keep alternatives alive, and manage timing, such as a vendor's quarter-end. • Bring Delivery and Operations into the deal early, so the contract works in practice. • Lock in key-personnel clauses, so the vendor's A-team doesn't sell while the B-team delivers. • Set up governance, benchmarking, and audit rights that keep working after signature, and track change requests, renewals, and exit costs alongside the headline price. • Recruit and grow the team: energy-billing experts, a migration lead, SaaS counsel, and regulatory specialists, with a clear capability model and a RACI (who'