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

Gartner; Stamford (CT); On-site; USD 148,000 - 175,500; Full time

Benefits offered by this job

401(k) match

Generous PTO

Stock purchase discount

Job summary

Gartner is seeking a Director to lead sourcing, contracts and negotiations for enterprise software and SaaS licensing within the SAP ecosystem. The role is a senior leadership position in Gartner’s Business and Technology Insights (BTI) group, focusing on delivering pragmatic insights and strategic guidance to clients through in-person and virtual engagements.

The role requires deep SAP licensing knowledge, extensive negotiation experience, and the ability to mentor junior staff while

Qualifications

• 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 SAP renewals (including deals within last 12 months) with exposure ideally to RISE, S/4HANA and line-of-business solutions (e.g., 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, and/or mitigation in a software audit context, particularly with SAP, is desired.
• Executive presence; able to immediately establish credibility with executives and additional stakeholders
• Strong analytical, writing and presentation skills; ability to engage clients and respond effectively to questions
• Willingness and ability to travel up to 25% (where applicable)

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 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
• 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

Skills

Leadership

SaaS contracts

SAP licensing

Negotiation

Research and writing

Communication

Education

Bachelor's degree or equivalent

Graduate degree preferred

Tools

SAP licensing tools

Contract management tools

Job description

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 SAP 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 needs 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
• 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 SAP renewals (including deals within last 12 months) with exposure ideally to RISE, S/4HANA and line‑of‑business solutions (e.g., 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, and/or mitigation in a software audit context, particularly with SAP, is desired.
• Experience negotiating with and managing other major vendors (e.g., AWS, Google, Salesforce, 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)

What do we offer

Gartner offers world‑class benefits, highly competitive compensation and disproportionate rewards for top performers. A reasonable estimate of the base salary range for this role is $148,000 USD – $175,500 USD. In addition to base salary, employees may participate in an annual bonus plan based on company and individual performance, or a role‑based, uncapped sales incentive plan. Other benefits include generous PTO, a 401(k) match up to $7,200 per year, the opportunity to purchase company stock at a discount, and more.

Equal Opportunity Employer

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 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 +1 (203) 964‑0096 or by sending an email to [e-mail].