Sourcing Specialist – Technology Reseller & Channel Strategy - Procurement

About Northern Trust

As a global leader in innovative wealth management, asset servicing, asset management and banking services, Northern Trust (Nasdaq: NTRS) is proud to guide the world’s most successful individuals, families, corporations and institutions.

Since 1889, we have aligned our efforts with our three guiding Principles That Endure: Service, Expertise, and Integrity. Together, they reflect the three cornerstones of business conduct which we strive to instill in our employees, whom we call partners, and to provide to our clients and the communities we serve worldwide.

With more than 135 years of financial experience and over 24,000 partners, we serve the world’s most sophisticated clients using leading technology and exceptional service.

Position Summary

The Senior Sourcing Specialist – Technology Reseller & Channel Strategy will serve as a senior procurement resource responsible for developing and executing Northern Trust’s strategy for technology reseller and channel relationships across software, hardware, maintenance, support, and related technology purchases.

This role will own the reseller strategy and key reseller relationships, with a focus on maximizing the commercial and strategic value delivered through the channel. The individual will evaluate when Northern Trust should purchase through a reseller versus contract directly with a software or hardware OEM, lead reseller commercial and contractual negotiations, establish competitive margin and pricing structures, and ensure reseller relationships provide measurable value beyond transaction processing.

The ideal candidate brings significant experience working with both technology resellers and direct software/hardware OEMs and understands reseller economics, channel incentives, rebates, discount structures, deal registration, distribution models, and contractual risk. This person should be comfortable challenging existing commercial models and developing a disciplined framework for determining where reseller relationships create value and where direct contracting is more advantageous.

Key Responsibilities

Reseller & Channel Strategy

• Own and continuously evolve Northern Trust’s enterprise technology reseller and channel strategy.

• Develop a structured reseller-versus-direct OEM decision framework considering price, discounting, contractual leverage, support, operational efficiency, payment terms, risk, licensing complexity, and strategic importance.

• Determine which technology categories and suppliers should be sourced through preferred resellers and which should remain direct relationships.

• Rationalize reseller usage where appropriate and develop a preferred reseller model that concentrates spend and improves Northern Trust’s negotiating leverage.

• Monitor channel economics and identify opportunities to improve the overall value generated from reseller relationships.

Commercial & Margin Negotiations

• Lead ongoing reseller negotiations covering:

• reseller margins and markups;

• discount structures;

• OEM pass-through discounts;

• rebates and incentives;

• volume-based pricing;

• renewal economics;

• payment terms;

• price protection;

• c...

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