Director of SAP & SaaS Sourcing & Negotiations

Gartner

Stamford (CT)

On-site

USD 148,000 - 175,500

Full time

14 days+

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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