Director, Salesforce Licensing & SaaS Insights

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

Benefits offered by this job

PTO

401(k) match up to $7,200 per year

Stock purchase plan

Job summary

Gartner Stamford-based Director will lead sourcing, contracts, and negotiations for enterprise software and SaaS licensing, with emphasis on Salesforce ecosystem. You will produce pragmatic insights, engage clients via meetings and Gartner conferences, and mentor junior team members.

This role requires deep Salesforce licensing expertise, executive presence, and ability to drive contract strategy. Travel up to 25% may be required in a hybrid work setting.

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, vendor management or software asset management within a buying organization, outsourcer, consulting firm, or reseller.
• 5+ years hands-on experience negotiating Salesforce renewals with exposure to Sales/Service Cloud, Gen AI licensing and related components.
• Subject matter expertise in Salesforce licensing with focus on commercial aspects, software and cloud services market trends.
• Experience with software license compliance risk assessment/mitigation in a software audit context, particularly with Salesforce.
• Experience negotiating with and managing major vendors (AWS, Google, SAP, Microsoft, Oracle, ServiceNow).
• Executive presence; able to establish credibility with executives and stakeholders.
• Strong organizational, analytical, and writing ability.
• Strong communication and presentation skills; engage clients and respond to questions.

Responsibilities

• Create innovative, thought provoking ‘must‑have insights’ content.
• Develop new insights and ideas through thought leadership to meet client needs.
• Analyze root causes to drive strategy forward.
• Establish insights positions across a team of analysts.
• Deliver independent insights to Gartner leaders to influence research agendas.
• Research and predict market trends to provide actionable insights.
• Provide actionable sourcing, contract structure, negotiation planning, licensing optimization advice.
• Create and deliver high value presentation materials for Gartner events and client briefings.
• Support BTI and Sales as the voice of market to drive client engagement.
• Peer-review content for quality and credibility.
• Build credibility as Gartner insights and methodology spokesperson.
• Collaborate with a diverse global team and mentor junior members.
• Identify process improvements for BTI service delivery.
• Travel up to 25%.

Skills

Executive presence

Written communication

Verbal communication

Analytical skills

Presentation skills

Independent working

Cross-team collaboration

Learning agility

Education

Bachelor's degree or equivalent

Graduate degree preferred

Tools

Salesforce

AWS

Google

Microsoft

SAP

Oracle

ServiceNow

Job description

Gartner Stamford-based Director will lead sourcing, contracts, and negotiations for enterprise software and SaaS licensing, with emphasis on Salesforce ecosystem. You will produce pragmatic insights, engage clients via meetings and Gartner conferences, and mentor junior team members.

This role requires deep Salesforce licensing expertise, executive presence, and ability to drive contract strategy. Travel up to 25% may be required in a hybrid work setting.