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

About the role

Gartner is hiring a Director for its Business and Technology Insights (BTI) group, focusing on sourcing, contracts and negotiations for enterprise software and SaaS licensing with a strong emphasis on the SAP ecosystem. The role is remote and open to US candidates. The Director leads a team of analysts, produces pragmatic and provocative insights for clients and acts as a trusted advisor through in-person meetings, virtual meetings, sales support visits and conferences.

Key responsibilities

• Create innovative, thought-provoking insights and lead the development of actionable approaches to client needs
• Analyze client barriers and needs, and establish Insights positions across a team of analysts
• Research, analyze and predict market trends and shifts for clients and vendors
• Advise clients and prospects on sourcing strategy, contract structure, negotiation planning, licensing optimization and software/SaaS decisions, virtually or in person
• Create and deliver presentation materials for Gartner events, conferences and client briefings
• Support BTI and Sales as the voice of the market, review content and help drive client engagement
• Represent Gartner's insights, methodology and strategy, and improve research processes
• Mentor and coach junior team members and collaborate in a global team

Required profile

• Bachelor's degree or equivalent experience; graduate degree preferred
• 10+ years of relevant field or industry experience
• 8+ years in SaaS/software contract negotiations, technology procurement, category management, vendor management or software asset management
• 5+ years negotiating SAP renewals, ideally with RISE, S/4HANA and line-of-business solutions such as SuccessFactors, Ariba or Concur
• Subject-matter expertise in SAP licensing and software/cloud market trends; software license compliance risk assessment is desired
• Experience with other major vendors (AWS, Google, Salesforce, Microsoft, Oracle, ServiceNow) is desired
• Willingness to travel up to 25%

Required skills

• Executive presence and ability to work under tight deadlines
• Demonstrable excellence in research and writing, with strong analytical and presentation skills
• Ability to present at large and small speaking engagements
• Strong business and financial acumen and knowledge of the competitive landscape
• Ability to work independently and learn agile in matrixed environments

What we offer

• Base salary estimated between 148,000 and 175,500 USD, with possible bonuses or an uncapped sales incentive plan
• Generous PTO and a 401(k) match up to 7,200 USD per year
• Opportunity to buy company stock at a discount
• Hybrid work, with virtual work when productive