Director Analyst, Sourcing, Contracts and Negotiations – Software Licensing/Salesforce (Remote US)

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 software and SaaS  licensing, with deep emphasis on the   Salesforce   ecosystem.   A Director serves as a leader within Gartner’s Business and Technology Insights (BTI) group. Utilizing research and analytical skills, a   Director   plays a significant role in producing pragmatic and provocative   insights   which Gartner clients consume and apply to propel their business toward key objectives. They are a trusted source of advice for clients, reinforcing Gartner’s value every day by engaging them via in-person meetings, virtual meetings, sales support visits and Gartner conferences to discuss complex client challenges and offer   appropriate recommendations.   

What you will do:   

• Create innovative, thought provoking “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 barriers or overall needs 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 trends and shifts to provide clients and vendors with actionable insights   

• Provide clients and prospects with actionable advice aligned to sourcing strategy, contract structure, negotiation planning, licensing optimization and software/SaaS 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   in-person or remote   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   with a diverse, global   team of colleagues   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  

• 10 + years of relevant field or industry experience   

• 8+   years   work experience in SaaS/software contract negotiations, technology procurement, category management, vendor management or software asset management within a buying organization, outsourcer, consulting firm, or reseller.   

• 5+   years   hands-on experience negotiating   Salesforce   renewals   ( including deals   within last 12 months)   with   exposure   ideally   to   such areas as   Sales/Service Cloud,   Gen AI licensing and negotiation ( Agentforce , Einstein), Tableau CRM ,   Success Plans   and   industry clouds   ( e.g.   Financial Services Cloud, Education Cloud, Marketing Clouds) .  

• Subject matter expertise in   Salesforce   licensing   with particular focus on commercial aspects , software and cloud services market trends.   

• Experience with software license compliance risk assessment, management, and/or mitigation in a software audit context, particularly with   Salesforce , is desired.  

• Experience   negotiating with and managing   other major vendors (e.g., AWS, Google,   SAP ,   Microsoft , 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 intrinsically motivated to collaborate across teams and support the workflow of others, in a multicultural global team  

• Learning agile and adept with navigating highly matrixed environments  

• Ability to represent Gartner's research methodology and strategies effectively at all levels  

• Willingness and ability to travel up to 25% (where applicable)  

 #LI-SH2 #LI-Remote   Who are we?

At Gartner, Inc. (NYSE:IT), we guide the leaders who shape the world.

Our mission relies on expert analysis and bold ideas to deliver actionable, objective business and technology insights, helping enterprise leaders and their teams succeed with their mission-critical priorities.

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