Job ID: 22483 

Meet Our Team:

As a key contributor to the Pega Legal team, you will partner closely with our sales, fi nance, and commercialoperations groups to drive deals to the fi nish line. This is a highly tactical, well rounded group of business mindedlegal professionals that play a critical role to Pega's growth. If you are looking to join an amazing, growing, highperforming team that will challenge you, this is the team for you.

Picture Yourself at Pega:

Pega is transforming how the world builds software, and Japan represents a crucial market for our continued expansion. In this role, you will lead and manage the mission-critical task of pricing, drafting, negotiating, and closing complex software license and service transactions specifically within the Japanese market. These transactions often involve multi-million dollar deals with Japan's leading corporations and require deep understanding of Japanese business culture, legal frameworks, and relationship-building approaches that are essential for successful negotiations with skilled Japanese procurement teams and legal professionals.

What You'll Do at Pega:

• Lead rapid framing of license transactions and negotiation strategy tailored to Japanese business practices, working closely with Sales, Finance, and senior management across Asia-Pacific regions
• Act as primary negotiator for complex deals with Japanese enterprises, demonstrating cultural sensitivity and understanding of consensus-building approaches (nemawashi) that are fundamental to Japanese business culture
• Navigate Japan-specific regulatory requirements and compliance frameworks while ensuring alignment with Pega's global standards
• Review and draft software license and service agreements in both English and Japanese, utilizing clear, culturally-appropriate language that resonates with Japanese clients and legal teams
• Build and maintain strong relationships (ningensei) with key stakeholders in the Japanese market, understanding the importance of long-term partnership over transactional approaches
• Act as cultural bridge and escalation point for other dealmaker team members working with Japanese clients
• Collaborate with local Japanese legal counsel and navigate Japan-specific contract law and commercial practices

Who You Are:

A detail-oriented, culturally-aware legal professional with deep experience in the Japanese market and proven success negotiating complex software license and service contracts with Japanese enterprises.

Required Qualifications:

• Bachelor's degree in Law (法学士), Juris Doctor, Master of Laws, or equivalent Japanese legal qualification
• 8-10+ years' experience negotiating large, complex transactions, with significant exposure to the Japanese market
• 8-10+ years' experience drafting complex contracts in both English and Japanese contexts
• Native or business-level proficiency in Japanese and English
• Deep understanding of Japanese business culture, legal frameworks, and negotiation styles
• Understanding of key technologies relevant to Pegasystems and their application in Japanese enterprises
• Knowledge of software revenue recognition principles and Japanese accounting standards (J-GAAP)

Preferred Qualifications:

• Experience with Japanese regulatory compliance (Personal Information Protection Act, cybersecurity regulations)
• Understanding of Japanese corporate governance and decision-making processes
• Previous experience working with major Japanese corporations (listed companies preferred)
• Familiarity with Japanese contract law and commercial practices

What You've Accomplished:

You have demonstrated success in complex deal structuring and pricing within the Japanese market, with particular strength in contract drafting, negotiating business terms with Japanese enterprises, and revenue recognition analysis. You have successfully partnered with internal clients across different time zones and cultures, aligning business and financial goals while respecting Japanese business protocols. You are experienced in building consensus with, and influencing, senior Japanese executives and management teams on strategic decisions, utilizing culturally-appropriate communication and relationship-building techniques.

Pega Offers You:

• Gartner Analyst acclaimed technology leadership across our product categories
• Continuous learning and development opportunities, including cultural competency and language support
• An innovative, inclusive, agile, flexible work environment that honors both global collaboration and local Japanese work culture
• Competitive benefits program aligned with Japanese market standards, including:
  • Competitive base salary + performance bonus
  • Employee equity participation
  • Comprehensive health insurance (社会保険)
  • Annual leave that respects Japanese holidays and cultural practices
  • Professional development budget for market-specific training

#LI-DM2

AI in Action – Pega embraces the power of artificial intelligence. We encourage all employees to actively engage with AI technologies and continually explore ways to responsibly integrate AI into our products and processes.

Culture – At Pegasystems, we foster an environment where people feel valued and empowered to contribute their best. With global clients across industries and regions, we know our success depends on the unique perspectives, experiences, and talents of our people. Ours is a workplace where everyone can grow, collaborate, and deliver meaningful outcomes.

We encourage candidates from all backgrounds and experiences and focus on the core competencies and mindset needed to thrive in a role.

As an Equal Opportunity employer, Pegasystems will not discriminate in its employment practices due to an applicant's race, color, religion, sex, sexual orientation, gender identity, national origin, age, genetic information, veteran or disability status, or any other category protected by law.

Export Compliance – For positions requiring access to technical data subject to export control regulations such as this, Pegasystems may need to obtain export license approval from the U.S. Government and EU Authorities for certain individuals.

Accommodations – If you require reasonable accommodations under the Americans with Disabilities Act (US only) or comparable regional regulations in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please contact us here or contact (US only PEGA-NOW and/or 225 Wyman Street Waltham, MA 02451 ATTN: Benefits.

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