Product and Commercial Terms Lead

Job Description Summary This individual ensures that the product contract terms (SLAs, entitlements, updates) drive the desired customer experience and are technically feasible for the Product and Support teams to deliver.

Job Description
Key Responsibilities

• Product Terms and Entitlements Design
• Subscription Entitlement Structure:
  Define and manage the entitlements (what a customer gets) tied to each subscription tier (e.g., “Premium Tier,” “Standard Tier”). This includes defining seats/volume, usage metrics, and feature access (TBD).
• Feature Release & Update Policy:
  Formalize and document the contractual terms related to frequency of product releases, updates, and maintenance windows (e.g., “Customers are entitled to quarterly feature releases and monthly security patches”).
• Perpetual-to-ARR Bridging:
  Collaborate with the Pricing Leader to design the product entitlement trade-offs for customers migrating from perpetual licenses (e.g., what M&S services are converted into which new SaaS/ARR entitlements).
• SLA Ownership
• SLA Definition and Alignment:
  Design the SLAs particularly around system uptime and performance, ensuring they align with the CPO’s product reliability targets and customer needs in the utility sector.
• Support Obligations:
  Work with Support and Engineering to define the contractual terms for the support structure, including defect response times, outage resolution targets, and escalation paths (e.g., defining what constitutes a “P1 Defect” and the guaranteed response time).
• Penalty/Credit Mechanism:
  Define the commercial consequences (service credits or penalties) for failure to meet contractual SLAs, working with Finance to ensure the terms are insurable and financially viable.
• Commercial Terms Governance and Tooling
• Standard Terms Development:
  Work with legal on the standard commercial terms and conditions sections of the MSA and Order Form that specifically relate to product usage, performance, entitlements, and support.
• Cross-Functional Feasibility:
  Act as the “internal client” to Product and Engineering to ensure they can technically deliver on all proposed SLAs and product update schedules before they become contractual obligations.
• Sales Enablement:
  Create and manage internal playbooks and training for the Commercial and Customer Success teams on how to communicate, negotiate, and defend the new subscription and SLA terms.
• Up to 25% travel required.

Qualifications

• Education:
  
  Bachelor’s degree in business, Engineering, or Computer Science. A background in Legal or an MBA is helpful.
• Experience:
  
  10+ years in Product Management, Product Marketing, or Deal Desk/Commercial Operations in a B2B SaaS environment.

Desired Characteristics

• Domain Expertise:
  Deep understanding of the operational commitments (SLAs, RPOs/RTOs) required to deliver enterprise-grade grid or industrial software. Proven experience defining terms related to subscription entitlements.
• Skills:
  
  Ability to translate complex technical capabilities (e.g., defect response, uptime) into clear, commercially sound, and enforceable contractual language. Strong project management skills to drive cross-functional compliance.

Pay Transparency
:
For U.S. based candidates only, for purposes of complying with U.S. pay transparency requirements, the base pay range for this position is $ – $ USD Annually. The specific pay offered may be influenced by a variety of factors, including the candidate’s experience, education, and skill set. This position is also eligible for 20% annual performance incentive. This posting is expected to close on 11/08/2025.
* The Company pays a geographic differential of 110%, 120% or 130% of salary in certain areas. Healthcare benefits include medical, dental, vision, and prescription drug coverage; access to a Health Coach, a 24/7 nurse-based resource; and access to the Employee Assistance Program, providing 24/7 confidential assessment, counseling and referral services. Retirement benefits include the GE Retirement Savings Plan, a tax-advantaged 401(k) savings opportunity with company matching contributions and company retirement contributions, as well as access to Fidelity resources and planning consultants.

Other…