IT Negotiations Team Manager, IT

Career Area

Technology, Digital and Data

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Caterpillar’s Information Technology (IT) organization is looking for an IT Negotiator Team Manager. This position is part of the Vendor Management Office (VMO) and supports IT service owners to deliver the best value third‑party IT products, services and solutions through improved vendor performance, optimized vendor relationships, contract management and risk management.

The IT Negotiator Team Manager is responsible for leading a team that develops and implements sophisticated negotiation strategies across multiple IT categories. This position oversees the formulation of comprehensive negotiation plans, ensuring that leverage points are identified, all deal variables are thoroughly considered, and appropriate counteroffers are prepared. The manager also ensures effective collaboration with third‑party advisory firms to strengthen Caterpillar’s market intelligence and negotiation methodologies.

Furthermore, this role manages and establishes liaison relationships with all Caterpillar IT Vice Presidents and Group CIOs.

• Translate corporate strategy and business needs into Vendor Management Office (VMO) strategic objectives.
• Hire, direct, motivate, and develop staff; address staffing, engagement and training needs to ensure high level of customer satisfaction.
• Development of comprehensive negotiation strategies for the IT Negotiator team, ensuring all points of leverage are identified, deal variables are thoroughly considered, and effective counteroffers are formulated.
• Governance and Collaboration with 3rd party advisory firms to enhance Caterpillar’s market intelligence and inform the team’s negotiation strategies.
• Alignment reviews with internal stakeholders on negotiation plans, strategy, timing, and process steps, ensuring team-wide understanding and buy‑in.
• Engagement with IT teams on supplier RFx requirements, participation in supplier technology evaluations, and partnership with IT category procurement and supporting organizations.
• Training and development of the internal negotiator team along with Caterpillar IT Leaders in engaging with suppliers.
• Partner with finance to analyze deal financials and their impact on annual budget processes, ensuring the team’s activities support organizational financial objectives.
• Delivery of annual savings targets and other key performance metrics.
• Collaboration with internal matrix partners such as procurement and legal to support negotiations and continuous process improvement initiatives across the team.
• Establishment of a forward‑looking demand plan for contract renewals and new initiatives, ensuring regular communication and progress monitoring within the team.
• Negotiation activities and interactions between the team and supplier representatives.
• Serve as a point of escalation to resolve issues and disputes.
• Development and administration of the supplier playbook, ensuring best practices and learnings are captured and communicated across the team.
• Presentation delivery and related communications to IT service owners, Vice Presidents, and Senior Vice Presidents; draft and review executive‑level talking points for supplier discussions.
• Support and Development of liaison roles with IT service owners and teams, facilitating collaboration with procurement requests and contract completion targets as required by the business.
• Analysis of spend to identify opportunities for improvement and cost savings across suppliers and the organization.

• Successfully led cross‑functional teams to achieve strategic goals and deliver high‑impact results within tight deadlines.
• Foster a collaborative team environment, encouraging…