Director, Analyst, Workday Contract Negotiations & Licensing

Gartner; Stamford (CT); Hybrid; USD 148,000 - 176,000; Full time

Benefits offered by this job

PTO

401k match

Stock purchase plan

Job summary

Gartner is seeking a Director in BTI with deep knowledge of Workday licensing and go-to-market strategies. You will craft must-have insights, influence negotiation approaches, and present high-impact content to clients and at Gartner events.

Leverage research and analytical skills to guide clients through complex Workday pricing and contracting discussions, while mentoring junior team members and collaborating across a global, matrixed team.

Qualifications

• Bachelor's degree or equivalent; Graduate degree preferred.
• 10+ years of relevant field or industry experience.
• 7+ years work experience in SaaS/software contract negotiations and/or procurement.

Responsibilities

• Create innovative, highly leveraged insights on Workday and pricing.
• Develop new insights and actionable approaches for client negotiations.
• Identify root causes of client barriers and shape negotiation strategies.
• Demonstrate thought leadership and establish insights positions across the team.
• Provide clients with actionable advice aligned to Workday pricing and contracting needs.
• Deliver high-value presentation materials for Gartner events and client briefings.

Skills

Workday licensing

SaaS negotiations

Analytical thinking

Client engagement

Thought leadership

Education

Bachelor's degree or equivalent

Graduate degree preferred

Tools

CRM systems

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. A Director serves as an expert within Gartner’s Business and Technology Insights (BTI) group. Utilizing research and analytical skills, a Director plays a 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.

Candidates must have current knowledge of Workday’s commercial programs, contracting and pricing models, and discounting approaches as well as an understanding of Workday’s go-to-market, sales and negotiation strategies.

What you will do

• Create innovative, thought provoking, and highly leveraged “must-have insights” on Workday
• 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 negotiate favorable Workday SaaS deals.
• Develop in-depth analysis to identify the root cause of a client’s barriers or overall needs and reframe thinking to drive negotiation strategies forward
• Demonstrate thought leadership in establishing Insights positions across a team of analysts
• Bring provocative, independent insights and ideas 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 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 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 feedback
• Build credibility as an industry expert to represent Gartner insights, methodology and strategy
• Actively participate 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
• 7+ 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.
• Extensive, recent, hands–on experience negotiating with Workday (within last 12 months).
• Subject matter expertise in Workday licensing with understanding of the negotiation process, software and cloud services market trends, the global landscape, and reseller ecosystem.
• Experience with software license compliance risk assessment, management, and/or mitigation in a software audit context, particularly with Workday, is desired.
• Experience negotiating with other major vendors (e.g., AWS, Google, Salesforce, SAP, Oracle, or ServiceNow) is desired.
• Provide clients and prospects with compelling, actionable advice regarding their Workday pricing and contracting needs, including negotiation strategies and ongoing vendor management, via virtual or face-to-face interactions.
• Develop and publish innovative, high-impact insights on software pricing and contracting, especially Workday, via research articles, webinars, events, and client briefings.
• Research, analyze, and forecast trends in software, SaaS, and cloud licensing to deliver forward-looking guidance.
• Demonstrate executive presence; can immediately establish credibility and gain trust with senior executives and additional stakeholders
• Strong organizational skills; ability to work under tight deadlines and produce high-quality deliverables
• Demonstrate 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 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.

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. Ready to grow your career with Gartner? Join us. 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 to [e-mail].