Director Analyst, Microsoft Contract Negotiations & Licensing (Remote)

About the role

Gartner is hiring a Director Analyst for its Business and Technology Insights (BTI) group, focused on Microsoft contract negotiations and licensing. The role is remote and based in the US, and the Director acts as a leader within the Insights team, creating must-have insights, market predictions and best practices for clients, and acting as a trusted advisor through meetings, sales support visits and conferences.

Key responsibilities

• Create innovative, thought-provoking insights content and develop new ideas through thought leadership
• Analyze client barriers and needs, and reframe thinking to drive strategy
• Establish Insights positions across a team of analysts and bring independent insights to Gartner leaders
• Research, analyze and predict market trends and shifts, and advise clients and prospects on Microsoft topics
• Deliver presentations at Gartner events, conferences and client briefings
• Support BTI and Sales as the voice of the market, and provide timely peer review of content
• Represent Gartner's methodology and strategy, and mentor junior team members

Required profile

• Bachelor's degree or equivalent experience; graduate degree preferred
• 12+ years of relevant field or industry experience
• 8+ years in SaaS contract negotiations, technology procurement, category management, vendor management or software asset management
• 5+ years negotiating Microsoft renewals, including deals in the last 12 months, with exposure to MCA, EA and CSP
• Travel up to 25% where applicable

Required skills

• Subject matter expertise in Microsoft volume licensing, commercial aspects, software and cloud services trends, and the reseller ecosystem
• Software license compliance risk assessment, management and mitigation in audits (desired)
• Negotiation with major vendors such as AWS, Google, Salesforce, SAP, Oracle or ServiceNow (desired)
• Executive presence, strong research, writing, presentation and communication skills

What we offer

• Base salary estimated between 148,000 and 175,500 USD, with possible bonuses or an uncapped sales incentive plan
• Annual bonus or role-based incentive depending on eligibility
• Generous PTO and a 401k match up to 7,200 USD per year
• Discounted company stock option and flexible, hybrid work