Business Partnerships Manager

GlobalFoundries•Santa Clara, CA

18h

About The Position

The Business Partnerships Manager (BPM) is an elite commercial negotiator responsible for leading GlobalFoundries’ most consequential strategic negotiations end-to-end and improving the company’s negotiation process to maximize long-term commercial value. Reporting to the Head of Business Partnerships, the BPM assembles internal expertise around each deal, aligns resources and decisions, and ensures the organization enters negotiations with a coordinated team and strategy. The role partners with Sales, Product Lines, Legal, Finance, and Manufacturing to turn cross-functional complexity into disciplined commercial outcomes. BPMs own the negotiation process and are accountable for results. The role leads a focused portfolio of strategic deals and counterparty relationships, strengthening the economic quality of negotiations while preserving relationships. It also develops negotiation playbooks and preparation frameworks, supports negotiation intelligence tools, and ensures deal terms translate effectively into execution across the quote-to-cash process. The position also includes performing work safely and supporting Environmental, Health, Safety & Security requirements and programs.

Requirements

Demonstrated excellence in collaborative negotiation, including the ability to move counterparties toward value-creating frameworks under pressure and in adversarial conditions.
Deep command of negotiation theory, including interest-based approaches and strategies for managing power dynamics, with the ability to apply and adapt these frameworks in high-stakes commercial settings.
Track record of outcomes reflecting both value maximization and relationship preservation.
At least 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 and 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.
Bachelor’s degree in Business, Finance, Engineering, Law, or a related field.
Fluency in written and spoken English.

Nice To Haves

Post-graduate qualification in Business, Negotiation, Conflict Resolution, or a related discipline.
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.
Additional languages.

Responsibilities

Lead strategic negotiations end-to-end, from preparation and strategy through execution and close, across live meetings and document-exchange formats.
Transform GF’s negotiation process into a robust collaborative model, including mechanisms for managing long-term shifts in power between GF and counterparties.
Define objectives, walk-aways, trade-off logic, and sequencing in alignment with the Head of Business Partnerships and relevant stakeholders.
Review deals through the lens of the full organization, including Manufacturing, Finance, Legal, and long-term relationship value, and apply the Delegation of Authority.
Translate commercial proposals into risk-adjusted value by modeling trade-offs, concessions, contingencies, probability-weighted outcomes, implementation risks, and long-term enforceability.
Challenge weak assumptions and premature concessions, and assess deal robustness against changing power dynamics, 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 internal alignment on GF’s external negotiating position.
Surface competing priorities, clarify trade-offs, and prevent internal disagreements from affecting customer-facing negotiations or being exploited by counterparties.
Manage a focused portfolio of counterparty relationships, build trust, promote collaborative and value-creating approaches, and manage or 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 Commercial organization.
Ensure deal terms translate into execution through integration across the quote-to-cash process.
Escalate unresolved internal impasses with a clear framing of trade-offs and a recommended path forward.
Perform activities safely and responsibly and support Environmental, Health, Safety & Security requirements and programs.
Perform other duties as assigned by the manager.