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

Gartner; United States; Hybrid; USD 148,000 - 176,000; Full time

Benefits offered by this job

PTO

401k match

Stock purchase plan

Job summary

Gartner seeks a Director in the BTI group to lead sourcing, contracts, and negotiations for enterprise software and SaaS licensing, with a focus on the Salesforce ecosystem. You will contribute research-based insights, engage clients through meetings and conferences, and shape research agendas with your expertise.

You will leverage extensive experience in SaaS contracts, licensing optimization, and vendor management to drive actionable guidance for clients and Gartner teams worldwide.

Qualifications

• Bachelor's degree or equivalent experience; Graduate degree preferred.
• 10+ years of relevant field or industry experience.
• 8+ years of SaaS/software contract negotiations, technology procurement, or related areas.
• 5+ years hands-on experience negotiating Salesforce renewals and related licensing.
• Subject matter expertise in Salesforce licensing and commercial aspects.

Responsibilities

• Create innovative, thought-provoking must-have insights content.
• Develop insights through thought leadership to meet client needs.
• Analyze root causes of client barriers and reframing to drive strategy.
• Demonstrate thought leadership across a team of analysts.
• Provide actionable guidance on sourcing strategy, contract structure, and licensing optimization.
• Deliver high-value presentation materials for Gartner events and client briefings.
• Support BTI and Sales with market voice to drive client engagement.
• Peer review high-quality content in a timely manner.
• Build credibility as Gartner insights and methodology expert.
• Collaborate with a global team on innovation and research discussions.
• Identify research process improvements for service delivery.
• Mentor junior team members and foster client-centric engagement.

Skills

SaaS licensing

Salesforce licensing

Executive presence

Negotiation

Vendor management

Research & writing

Analytical skills

Presentation skills

Client engagement

Education

Bachelor's degree or equivalent experience

Graduate degree preferred

Tools

Salesforce

Job description

About the role:

Gartner Analysts are industry thought leaders who create must-haveinsights, 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 theSalesforceecosystem.A Director serves as a leader within Gartner’s Business and Technology Insights (BTI) group. Utilizing research and analytical skills, aDirectorplays a significant role in producing pragmatic and provocativeinsightswhich 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 offerappropriate recommendations.

What you will do:

• Create innovative, thought provoking “must-haveinsights” content

• Develop newinsightsand 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 establishingInsightspositions 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, andin-person or remoteclient briefings

• SupportBTIand Sales: Provide sales support serving as voice of the market to helpInsightsteams 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 Gartnerinsights, methodology and strategy

• Actively participatewith a diverse, globalteam of colleaguesin innovation, ideation, and research discussions and collaborate effectively with peers in theInsightscommunity

• Identify research process improvements or develop new processes that help the team andBTIprovide 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 Gartnerinsightsand interactions

What you will need:

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

• 10+ years of relevant field or industry experience

• 8+yearswork 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+yearshands-on experience negotiatingSalesforcerenewals(including dealswithin last 12 months)withexposureideallytosuch areas asSales/Service Cloud,Gen AI licensing and negotiation (Agentforce, Einstein), Tableau CRM,Success Plansandindustry clouds(e.g.Financial Services Cloud, Education Cloud, Marketing Clouds).

• Subject matter expertise inSalesforcelicensingwith 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 withSalesforce, is desired.

• Experiencenegotiating with and managingother 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

• Demonstrableexcellence 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)

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.

Gartner believes in fair and equitable pay. A reasonable estimate of the base salary range for this role is 148,000 USD - 175,500 USD. Please note that actual salaries may vary within the range, or be above or below the range, based on factors including, but not limited to, education, training, experience, professional achievement, business need, and location. In addition to base salary, employees will participate in either an annual bonus plan based on company and individual performance, or a role-based, uncapped sales incentive plan. Our talent acquisition team will provide the specific opportunity on our bonus or incentive programs to eligible candidates. We also offer market leading benefit programs including generous PTO, a 401k match up to $7,200 per year, the opportunity to purchase company stock at a discount, and more.

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 job seekers with disabilities. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access the Company’s career webpage as a result of your disability. You may request reasonable accommodations by calling Human Resources at [phone] or by sending an email [e-mail].