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What You'll Do
- Lead GF negotiations end-to-end for a concentrated portfolio of strategic deals—across live meetings and document-exchange formats—from preparation and strategy through execution and close, ensuring all responses are coherent, coordinated, and strategically aligned.
- Drive the transformation of GF’s negotiation process into a robust collaborative model, including mechanisms to manage long-term power fluctuations between GF and its counterparties.
- Define objectives, walk-aways, trade-off logic, and sequencing in alignment with the Head of Business Partnerships and relevant stakeholders.
- Ensure all deals are reviewed through the lens of the full organization—Manufacturing, Finance, Legal, and long-term relationship value; apply and uphold the Delegation of Authority.
- Strengthen the economic quality of strategic negotiations by translating commercial proposals into risk-adjusted value; model trade-offs, concessions, contingencies, probability-weighted outcomes, implementation risks, and long-term enforceability before major commitments are made.
- Challenge weak assumptions and premature concessions respectfully, and evaluate whether proposed deals are robust across future power fluctuations, market cycles, capacity changes, and likely renegotiation scenarios.
- Gather commercial interests, constraints, and red lines from Sales, Product Lines, Legal, Finance, and Manufacturing, and facilitate the internal alignment that determines GF’s external negotiating position.
- Surface competing priorities early, frame trade-offs clearly, and ensure internal disagreements are not exported to the customer-facing table or exploited by counterparties.
- Own a focused portfolio of counterparty relationships, building genuine trust and positioning GF’s approach as collaborative and value-creating for both sides; manage and repair relationships under pressure.
- Design and scale negotiation playbooks, preparation frameworks, and debrief protocols; champion negotiation intelligence tools, including AI-assisted preparation, and share learnings to upskill the broader Commercial organization.
- Ensure deal terms translate cleanly into execution, maintaining tight integration across the quote-to-cash process, and escalate unresolved internal impasses with a clear framing of trade-offs and a recommended path forward.
- Other Responsibilities: Perform all activities in a safe and responsible manner and support all Environmental, Health, Safety & Security requirements and programs.
- Other duties as assigned by manager.
- Required Qualifications: Demonstrated excellence in collaborative negotiation, with the proven ability to move counterparties toward value-creating frameworks even under pressure and in adversarial conditions.
- Deep command of negotiation theory, including interest-based approaches and strategies for managing power dynamics, coupled with the practical ability to apply and adapt these frameworks in real, high-stakes commercial settings.
- A track record of outcomes that reflect both value maximization and relationship preservation. 5+ years of experience in B2B commercial roles, with meaningful exposure to high-complexity negotiations, enterprise deal structuring, or strategic account management.
- Strong quantitative reasoning: ability to model deal economics, evaluate trade-offs, and stress-test structures across multiple dimensions.
- Superior stakeholder management across technical, legal, finance, and executive functions in a matrixed organization, including the ability to synthesize competing interests into a coherent commercial position and defend it.
- A bachelor’s degree in Business, Finance, Engineering, Law, or a related field; a post-graduate qualification in Business, Negotiation, Conflict Resolution, or a related discipline is preferred.
- Fluency in English (written and verbal); additional languages a plus.
Nice to Have
- MBA or advanced degree in Negotiation, Conflict Resolution, or a related discipline.
- Experience in semiconductor, advanced manufacturing, or high-technology industries, with an understanding of foundry economics, capacity dynamics, and product line interdependencies.
- Deep knowledge of GF’s internal processes, stakeholder landscape, and negotiation history with key accounts, or equivalent depth in a comparable enterprise.
- Familiarity with Deal Desk processes, order-to-cash flows, and enterprise contract structures in a B2B technology environment.
- Exposure to value-based pricing, risk-sharing contract models, or strategic agreements.
- Expected Salary Range $118,000.00 - $239,000.00 The exact Salary will be determined based on qualifications, experience and location.
- If you need a reasonable accommodation for any part of the employment process, please contact us by email at usaccommodations@gf.com and let us know the nature of your request and your contact information.
- Requests for accommodation will be considered on a case-by-case basis.
- Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.
- An offer with GlobalFoundries is conditioned upon the successful completion of pre-employment conditions, as applicable, and subject to applicable laws and regulations.
- GlobalFoundries is fully committed to equal opportunity in the workplace and believes that cultural diversity within the company enhances its business potential.
- GlobalFoundries goal of excellence in business necessitates the attraction and retention of highly qualified people.
- Artificial barriers and stereotypic biases detract from this objective and may be illegally discriminatory.
- All policies and processes which pertain to employees including recruitment, selection, training, utilization, promotion, compensation, benefits, extracurricular programs, and termination are created and implemented without regard to age, ethnicity, ancestry, color, marital status, medical condition, mental or physical disability, national origin, race, religion, political and/or third-party affiliation, sex, sexual orientation, gender identity or expression, veteran status, or any other characteristic or category specified by local, state or federal law
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Specialisation
Open roles at GlobalFoundries
836 positions
Job ID
/job/Santa-Clara/Business-Partnerships-Manager_JR-2605961
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