Director Analyst

Gartner; United States; Remote; USD 180.000 - 240.000; Vollzeit

Zusammenfassung

Gartner is seeking a Director, Analyst focused on sourcing, contracts and negotiations for enterprise software and SaaS licensing, with deep emphasis on the Salesforce ecosystem. This role, within the BTI group, leverages research and analytical skills to produce insights for clients and to guide procurement decisions.

You will engage clients via in-person and virtual meetings, develop thought leadership content, and collaborate across global teams to evolve the research agenda.

Qualifikationen

• 12+ years of relevant field or industry experience.
• 8+ years work experience in SaaS/software contract negotiations, technology procurement, vendor management or software asset management.
• 5+ years hands-on experience negotiating Salesforce renewals with related products.
• Subject matter expertise in Salesforce licensing and commercial aspects.

Aufgaben

• Create innovative, must-have insights content.
• Develop new insights and actionable approaches to client needs.
• Analyze root causes to drive strategy forward.
• Establish Insights positions across a team of analysts.
• Provide actionable, strategic advice on sourcing, licensing, and negotiations.
• Deliver high value presentation materials for Gartner events and client briefings.
• Support BTI and Sales with market voice to drive client engagement.

Kenntnisse

SaaS contract negotiations

Salesforce licensing

Vendor management

Software licensing

Executive presence

Analytical thinking

Research and writing

Client engagement

Ausbildung

Bachelor’s degree or equivalent experience

Graduate degree preferred

Jobbeschreibung

Director, Analyst, Sourcing, Contracts and Negotiations – Software Licensing/Salesforce

Remote US/EMEA

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 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

• 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

• Provide clients and prospects with actionable advice aligned to their designated content area 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

• 12+ 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.

• 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 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-NA1

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.

Since our founding in 1979, we’ve grown to 20,000 associates globally who support over 13,000 client enterprises in ~90 countries and territories. We do important, interesting and substantive work that matters. That’s why we hire associates with the intellectual curiosity, energy and drive to want to make a difference. The bar is unapologetically high. So is the impact you can have here.

What makes Gartner a great place to work?

Our vast, virtually untapped market potential offers limitless opportunities – opportunities that may not even exist right now – for you to grow professionally and flourish personally. How far you go is driven by your passion and performance.

We hire remarkable people who collaborate and win as a team. Together, our singular, unifying goal is to deliver results for our clients.

Our teams are inclusive and composed of individuals from different geographies, cultures, religions, ethnicities, races, genders, sexual orientations, abilities and generations.

We invest in great leaders who bring out the best in you and the company, enabling us to multiply our impact and results. This is why, year after year, we are recognized worldwide as a great place to work.

Gartner is the world authority on AI

At Gartner, you’ll join a company at the very center of the AI revolution. Gartner has proactive, objective guidance throughout clients’ AI journeys. We set the standard for how organizations leverage artificial intelligence to drive meaningful impact. You’ll have access to unmatched resources, expertise, and technology, and play a key role in helping Gartner and our clients innovate and grow as we leverage AI to transform business and technology landscapes.

It’s an exciting time to be at Gartner, with limitless opportunities to make a real impact, grow your skills, and build a lasting, meaningful career in a field that’s reshaping the way we operate. If you’re passionate about AI and want to be part of a team that’s guiding the leaders who shape the world, Gartner is the place for you.

What do we offer?

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.

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.

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Job Requisition ID:112168

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