Director Analyst - Sourcing, Contracts and Negotiations – Digital Experience Platforms/Adobe (Remote: North America)

About this role

About the role:  

Gartner Analysts are industry thought leaders who create must-have insights, market predictions and best practices for a broad range of world-leading organizations.   This Director role is focused on sourcing, contracts and negotiations for enterprise Digital Experience Platforms, with deep emphasis on the Adobe ecosystem.   A Director serves as a leader within Gartner’s Business and Technology Insights (BTI) group, using research, commercial expertise and analytical skills to produce pragmatic and provocative insights that clients consume and apply to advance key business objectives. They are a trusted source of advice for clients, helping procurement, finance, legal, sourcing and business stakeholders navigate complex supplier decisions,   contract structures, licensing models and negotiation strategies   through in-person meetings, virtual meetings, sales support visits and Gartner conferences.  

What   you will   do:   

• Create innovative, thought provoking, and highly leveraged “must-have   insights ” content  

• Develop new   insights   and ideas through thought leadership and offer compelling, actionable approaches to client's needs and requests that accelerate the client's ability to act  

• Develop in-depth analysis to identify the root cause of a client’s   sourcing, contracting, licensing, negotiation or vendor management   barriers and reframe thinking to drive strategy forward   

• Demonstrate thought leadership in establishing   I nsights   positions across a team of analysts  

• Bring provocative, independent insights   to   Gartner leaders that can evolve the course of a research agenda  

• Research, analyze and predict market , pricing, licensing and commercial negotiation   trends to provide clients and vendors with actionable   sourcing and contract   insights    

• Provide clients and prospects with actionable advice aligned to   sourcing strategy, contract structure, negotiation planning, licensing optimization and Digital Experience Platform commercial decision making   via virtual or face-to-face interactions    

• Create and deliver high value presentation materials on and off stage for Gartner events, industry and professional association conferences, and client briefings   

• Support   BTI   and Sales: Provide sales support serving as voice of the market to help   Insights   teams create content and to drive engagement with clients to make progress against their critical priorities to grow their business  

• Provide high quality and timely content peer review  

• Build credibility as an industry expert to represent Gartner   insights , methodology and strategy   

• Actively participate in innovation, ideation, and research discussions and collaborate effectively with peers in the   Insights   community  

• Identify research process improvements or develop new processes that help the team and   BTI provide   excellent service delivery  

• Be   a mentor and a coach by supporting more junior team members  

• Be client-centric while actively seeking to help clients engage regularly and often with Gartner   insights   and interactions  

What you will need:   

• Bachelor's degree or equivalent experience; Graduate degree preferred  

• 1 2 + years of relevant field or industry experience   

• 8+ years of experience as a sourcing, contracts and negotiations leader across SaaS/software contract negotiations, technology procurement, category management, vendor management and software asset management within buying organizations, consulting firms, outsourcers or reseller environments. Proven track record leading strategic sourcing initiatives for enterprise Digital Experience Platforms (DXP) and marketing technology investments with a focus on Adobe.  

• 5+ years of hands-on experience on negotiating multi-million-dollar software, SaaS, and services agreements across the Adobe ecosystem, including Adobe Experience Platform (AEP), Adobe Experience Manager (AEM), Marketo, and Adobe Target.  

• Subject matter expertise in Adobe commercial licensing, enterprise contracting and negotiation strategy, including Enterprise Term License Agreements (ETLAs), VIP/VIP Marketplace subscriptions, Master Services Agreements (MSAs), Order Forms, Statements of Work (SOWs), Service Level Agreements (SLAs), and/or Data Processing Agreements (DPAs). Deep understanding of Digital Experience Platform (DXP) commercial models, Adobe Experience Cloud products, licensing optimization, software governance, contract risk, pricing leverage and strategic supplier negotiations.    

• Trusted   advisor   to Procurement, Finance, Legal, sourcing and business stakeholders, driving vendor consolidation, commercial optimization, contract governance, negotiation strategy and improved governance across technology portfolios.    

• Experience in   negotiating with and managing   other major vendors (e. g.,   AWS, Google, Salesforce, SAP, Oracle, or ServiceNow) is desired.  

• E xecutive presence;   able to   immediately establish credibility with executives and additional stakeholders  

• Strong organizational skills; ability to work under tight deadlines and produce high quality deliverables  

• Demonstra ble   excellence in research and writing ability  

• Strong written and verbal proficiency, analytical and presentation skills; ability to engage clients and respond effectively to questions   

• Proficient in analyzing and synthesizing data; can effectively apply patterns and frameworks while drawing and defending conclusions to client challenges  

• Strong communicat ion skills -   able to explain complex concepts concisely and simply   

• Subject matter expert ise;   comfortable presenting at large and small-scale speaking engagements   

• Strong business and financial acumen   

• Deep knowledge of the global and competitive landscape within subject area as well as the interplay in that market  

• Ability to work independently, while also being intrin

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