Embraer Defense & Security
For our EMEA headquarter, we are currently seeking a Defense & Security Contracts Negotiator based in Amsterdam with responsibilities for the European, Middle East and African region.
Contracts Negotiator
PURPOSE OF THE ROLE
Ensure that the business opportunities identified and developed by Embraer’s sales team in Brazil and abroad are properly structured and translated into commercial documentation — including Commercial Information Packages, Commercial Proposals, MOUs, LOIs, Marketing Agreements, and Strategic Commercialization Partnerships — supporting their formalization through contracts that:
- Are negotiated within the established timelines with customers, in accordance with their legal and regulatory requirements;
- Meet the profitability and return targets defined by the Defense & Security Business Unit, contributing analyses, simulations, and technical recommendations throughout the negotiation process;
- Comply with Embraer’s governance and compliance policies, ensuring adherence to internal processes, corporate guidelines, and the applicable approval workflow.
- The Contracts Negotiator is responsible for conducting operational negotiations, coordinating internal interfaces, preparing analyses and documentation to support decision-making, and monitoring risks, assumptions, and contractual commitments, ensuring that the strategic guidelines defined by the Executive Leadership are effectively implemented.
MAIN TASKS & RESPONSIBILITIES
The Contract Negotiator is responsible for leading the operational negotiation of new-aircraft contracts in the defense and security market, ensuring competitiveness, compliance, and alignment with the financial and strategic objectives of Embraer Defense & Security.
Key Responsibilities:
- Coordinate multidisciplinary teams to structure and formalize sales contracts, ensuring compliance with legal, regulatory, and corporate policies across multiple jurisdictions.
- Support the definition and execution of commercial and pricing strategies by providing technical analyses and input for Capture Plans.
- Manage the day-to-day progress of negotiations, preparing reports and assessments of risks, opportunities, and financial impacts for senior leadership.
- Serve as the focal point between key internal areas (Legal, Programs, Customer Support, Engineering, Compliance), ensuring alignment and seamless negotiation workflows.
- Prepare, review, and consolidate commercial proposals and contractual documentation, ensuring quality, compliance, and alignment with internal and external stakeholders.
- Conduct negotiations with international customers and partners, securing competitive commercial terms and robust contractual structures.
- Support the development and negotiation of strategic agreements (MoUs, Marketing Agreements) that expand Embraer’s market presence and enable new business opportunities.
- Monitor Offset projects linked to sales campaigns, ensuring adherence to requirements and mitigation of associated risks.
- Maintain and update standard contractual templates and documentation, promoting consistency and efficiency across negotiations.
- Ensure an effective handover to Contract Administration teams, clearly documenting and transferring all negotiation assumptions, risks, and commitments.
PROFILE OF THE SUITABLE CANDIDATE
- The ideal candidate is capable of integrating, coordinating, and organizing complex international sales campaigns within the Defense & Security aviation segment. This professional demonstrates strong adaptability, excellent interpersonal skills, and the ability to lead through influence across multidisciplinary and multicultural environments.
- The candidate brings a high level of teamwork, strong results orientation, and a sharp sense of urgency, consistently driving initiatives forward in alignment with strategic priorities. They are comfortable and effective interacting with N‑2 and N‑3 leadership levels, maintaining clarity, conciseness, and authority in communications and decision support.
- They possess solid technical and business expertise, including:
- Contract Administration experience (aircraft, suppliers, or services), with a deep understanding of contractual structures, milestones, obligations, and risk management.
- Knowledge of Aircraft Program Management, providing the ability to interface across engineering, operations, support, and commercial functions.
- Strong command of financial tools, including P&L analysis, margins, cash flow, and cost structures, enabling informed decision-making and high-quality negotiation inputs.
- Proficiency in Export Control and Compliance, ensuring adherence to regulatory requirements and alignment with corporate governance standards in international transactions.
• Eligible to live and work within the EU
• Excellent language skills in English is a must, basic (or higher) proficiency in Portuguese language is a plus.
Overall, the suitable candidate is a structured, analytical, collaborative, and business‑driven professional, capable of supporting and enhancing Embraer’s international sales efforts through disciplined execution, cross-functional leadership, and high‑impact commercial contributions.
