Director, Analyst Sourcing, Contracts and Negotiations – Software Licensing/SAP(

About this role

About the role:

Gartner Analysts are industry thought leaders who create must-haveinsights, market predictions and best practices for a broad range of world-leading organizations.This Director role is focused on sourcing, contracts and negotiationsfor enterprise software andSaaS 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 provocativeinsightswhich 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 offerappropriate recommendations.

What you will do:

• Create innovative, thought provoking “must-haveinsights” content

• Develop newinsightsand ideas through thought leadership and offer compelling, actionable approaches to client's needs and requests 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 establishingInsightspositions 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, andin-person or remoteclient briefings

• SupportBTIand Sales: Provide sales support serving as voice of the market to helpInsightsteams 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 Gartnerinsights, methodology and strategy

• Actively participatewith a diverse, globalteam of colleaguesin innovation, ideation, and research discussions and collaborate effectively with peers in theInsightscommunity

• Identify research process improvements or develop new processes that help the team andBTIprovide 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 Gartnerinsightsand interactions

What you will need:

• 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 within a buying organization, outsourcer, consulting firm, or reseller.

• 5+yearshands-on experience negotiatingSAPrenewals(including dealswithin last 12 months)withexposureideallytoRISE, S/4HANA and line of business solutions (e.g., SuccessFactors, Ariba, Concur, etc.).

• Subject matter expertise inSAPlicensingwith 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 withSAP, is desired.

• Experiencenegotiating with and managingother major vendors (e.g., AWS, Google, Salesforce,Microsoft, Oracle, or ServiceNow) is desired.

• Executive presence;able toimmediately establish credibility with executives and additional stakeholders

• Strong organizational skills; ability to work under tight deadlines and produce high quality deliverables

• Demonstrableexcellence 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)

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…