Director Analyst -Sourcing, Contracts and Negotiations – Software Licensing/SAP

Gartner; Greater London; On-site; GBP 140,000 - 190,000; Full time

Benefits offered by this job

World-class benefits

Hybrid work environment

Job summary

Gartner is seeking a Director of Sourcing, Contracts and Negotiations focused on software licensing and SAP. You will lead enterprise software procurement, manage renewals, negotiate terms, and influence the SAP ecosystem across Gartner's BTI group.

You will partner with analysts and sales, develop insights, mentor colleagues, and travel up to 25%. The role requires 10+ years in SaaS/enterprise software contracts, deep SAP licensing knowledge, and executive presence.

Qualifications

• Bachelor-level degree required; graduate degree preferred.
• 10+ years in relevant field or industry experience.
• 8+ years in SaaS/software contract negotiations and technology procurement.
• 5+ years negotiating SAP renewals, with exposure to SAP product lines.
• Subject-matter expertise in SAP licensing and cloud services trends.
• Experience negotiating with major vendors (AWS, Google, Salesforce, Microsoft, Oracle).
• Executive presence with ability to engage senior stakeholders.
• Strong writing, research, and presentation skills.

Responsibilities

• Lead sourcing, contracts and negotiations for enterprise software and SaaS licensing.
• Negotiate SAP renewals and related licensing terms for diverse business units.
• Provide sales support and act as voice of the market to insights teams.
• Develop in-depth market analyses and drive strategy based on insights.
• Create presentation materials for Gartner events and client briefings.
• Mentor junior team members and collaborate across a global BTI team.
• Monitor licensing compliance risks and advise on mitigation strategies.

Skills

SaaS contract negotiations

SAP licensing

Vendor management

Software asset management

Executive presence

Analytical skills

Presentation skills

Research and writing

Education

Bachelor's degree

Graduate degree preferred

Tools

Ariba

Concur

SuccessFactors

RISE

Job description

Director, Sourcing, Contracts and Negotiations – Software Licensing / SAP

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 SAP ecosystem. The Director serves as a leader within Gartner’s Business and Technology Insights group, producing insights that clients consume and apply to propel their business toward key objectives.

Responsibilities

• Create innovative, thought‑provoking “must‑have insights” content.
• Develop new insights and ideas through thought leadership and offer compelling, actionable approaches to client needs.
• 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 insights 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.
• 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 as voice of the market to help Insights teams create content and drive engagement with clients.
• 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.
• Act as a mentor and 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.

Qualifications

• Bachelor’s degree or equivalent experience; graduate degree preferred.
• 10+ years of relevant field or industry experience.
• 8+ years of 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 SAP renewals, including deals within last 12 months, with exposure to RISE, S/4HANA and line‑of‑business solutions such as SuccessFactors, Ariba, Concur, etc.
• Subject‑matter expertise in SAP licensing with particular focus on commercial aspects, software and cloud services market trends.
• Experience with software license compliance risk assessment, management, or mitigation in a software audit context, particularly with SAP, desired.
• Experience negotiating with and managing other major vendors such as AWS, Google, Salesforce, Microsoft, Oracle or ServiceNow desired.
• Executive 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.
• Demonstrable 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 communication skills; able to explain complex concepts concisely and simply.
• Subject‑matter expertise; 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 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 agility and adept at 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.

Benefits

Gartner offers world‑class benefits, highly competitive compensation and disproportionate rewards for top performers. In our hybrid work environment, we provide the flexibility and support for you to thrive — working virtually when it’s productive to do so and getting together with colleagues in a vibrant community that is purposeful, engaging and inspiring.

Equal Employment Opportunity

The policy of Gartner is to provide equal employment opportunities to all applicants and employees without regard to race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status and to seek to advance the principles of equal employment opportunity. Gartner is committed to being an Equal Opportunity Employer and offers opportunities to all job seekers, including those with disabilities. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation.