HPE Director U.S. Public Sector Contract Negotiations

HPE Director U.S. Public Sector Contract Negotiations

Job Description:

Director of the U.S. Public Sector Contract Negotiation Team


The leader of the U.S. Public Sector Contract Negotiations Team will be responsible for leading a team of experienced contract negotiators who negotiate information technology product and service sales agreements with Prime Contractors and Federal/SLED government customers.

This leader will be responsible for increasing HPE's visibility with contracting officers and within government contracting associations (Tech America, NCMA, PSC), and for playing a leadership role in the resolution of customer and partner disputes. This leader will also be accountable for driving contracting improvements that result in reduced sales cycle times, simplified and standardized business processes and optimized resource allocation. This leader will manage and develop a high performing team that can work proactively and move at a rapid pace.

This role is based in the Reston or Herndon Virginia area, and reports to the head of the U.S. Public Sector legal team.

Specific responsibilities include:

  • Providing guidance to employees who are reviewing and responding to RFPs; negotiating customer and major subcontractor contracts; reviewing, drafting and negotiating various types of contracts, including non-disclosure agreements, letters of intent, memoranda of understanding, teaming agreements, consulting agreements, master service agreements, license agreements, and marketing agreements.
  • Providing guidance to employees who are reviewing and advising on documents prepared by clients, such as statements of work, service level agreements, pricing schedules and customer obligations.
  • Advising clients on various contractual provisions and business issues.
  • Working with clients to develop resolutions to business disputes.
  • Assisting in negotiations with customers to achieve satisfactory resolution of the disputes.
  • Ensuring compliance with all corporate policies and directives of the General Counsel.
  • Working with and training clients to help them properly approach and structure transactions.
  • Working with other internal corporate teams in a collaborative manner.
  • Reviewing internal policies and providing sound business acumen to internal groups.
  • Training internal clients on various contractual provisions, issues, approaches and preferred practices.
  • Advising internal clients on various corporate policies, procedures, approaches and preferred practices.
  • Fielding questions from clients in specialty areas and determining, with the assistance of experts in the specialty areas, how to answer the questions.
  • Performing job responsibilities of Contract Negotiators when client demand necessitates.
  • Other duties as assigned.


The ideal candidate will have:

  • A bachelor's degree (required). A master's degree, law degree or other government contracts-related post-college degrees or certifications are preferred.
  • Established relationships with government contracts executives and partner contracts executives.
  • Keen business acumen to understand varied business objectives and experience working in a highly matrixed organization
  • Proven success in developing and leading a contracts organization which most efficiently and effectively supports those business objectives.
  • Fifteen or more years of extensive experience in public sector government contracting (hardware, software and services).federal
  • In-depth knowledge of the FAR, DFAR and other agency supplemental regulations applicable to a variety of contract types (i.e., CPFF, CPAF, CPIF, FFP, T&M)
  • Familiarity with the FAR cost principles and other government Cost Accounting requirements.
  • Ability to identify legal risk of contemplated litigation or disputes in which the Corporation is involved.
  • Extensive knowledge of industry norms and of the business and legal issues unique to IT products and services.
  • Strong negotiation and drafting skills with knowledge of the key legal issues in government contracts with an ability to advise senior management on implications of contract terms.
  • Experience in compliance matters involving Federal government laws and regulations.
  • Exceptional interpersonal and verbal communication/presentation skills.
  • Highly-developed organizational and management skills with the ability to effectively manage multiple time sensitive tasks in a fast-paced environment.
  • Significant management experience including hiring, development, terminating and managing both individual contributors and managers
  • Exceptional integrity and professionalism.
  • Must possess Active TS/SCI security clearance

Due to the unique challenges of this opportunity, the successful candidate must:

  • Possess practical, independent judgment and self-confidence.
  • Be entrepreneurial and willing to find a practical solution to business questions.
  • Be able and willing to solve challenges; able to work with minimal direction and supervision; proactive, not reactive.
  • Also be involved at the outset and throughout the development of new business arrangements and opportunities.
  • Exercise sound business judgment and demonstrate strong influencing skills
  • Lead, develop, train, manage a highly effective staff



Job Level:


Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories.

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