Director of Microsoft Contract Negotiations & Insights

Gartner; Texas; 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 within the BTI group to lead development of must-have insights content, partner with analysts, and translate research into practical client guidance. The role requires deep expertise in SaaS licensing, vendor negotiations, and market analysis, with travel up to 25%.

The successful candidate will mentor juniors and collaborate across global teams, delivering high-impact client engagements.

Qualifications

• 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.
• 5+ years hands-on experience negotiating Microsoft renewals with MCA, EA and CSP.
• Subject matter expertise in Microsoft volume licensing (commercial aspects, software and cloud services).
• Experience negotiating with major vendors (AWS, Google, Salesforce, SAP, Oracle, ServiceNow).
• Executive presence; credibility with executives and stakeholders.
• Strong organizational, written, and verbal skills; able to deliver high-quality deliverables.
• Ability to analyze data, apply patterns, and present clearly to clients.

Responsibilities

• Create innovative, must-have insights content.
• Develop new insights and actionable client approaches.
• Identify root causes and reframe client needs to drive strategy.
• Establish Insights positions across a team of analysts.
• Deliver provocative, independent insights for Gartner’s research agenda.
• Research and predict market trends to provide actionable guidance.
• Provide clients with advice aligned to content area via virtual or in-person meetings.
• Create high-value presentation materials for Gartner events and briefings.

Skills

Executive presence

Strategic thinking

Analytical skills

Presentation skills

Client engagement

Education

Bachelor's degree or equivalent

Graduate degree preferred

Tools

Microsoft Renewals

Microsoft Licensing

Job description

Gartner is seeking a Director within the BTI group to lead development of must-have insights content, partner with analysts, and translate research into practical client guidance. The role requires deep expertise in SaaS licensing, vendor negotiations, and market analysis, with travel up to 25%.

The successful candidate will mentor juniors and collaborate across global teams, delivering high-impact client engagements.