Director Analyst, Sourcing, Contracts and Negotiations – Software Licensing/Salesforce (Remote US)
RemoteUnited States
Job Summary
Lead sourcing, contracts, and negotiations for enterprise software and SaaS licensing, with deep emphasis on the Salesforce ecosystem. Create innovative, thought-provoking insights and deliver actionable advice on sourcing strategy, contract structure, and licensing optimization to clients and vendors. Conduct in-depth analysis to identify root causes of client barriers, develop new insights through thought leadership, and produce high-value presentation materials for conferences and client briefings. Support BTI and Sales by serving as the voice of the market to drive engagement and grow business priorities. Mentor junior team members, review content, and collaborate across the Insights community to refine research processes. Represent Gartner's research methodology and strategy effectively while participating in a diverse, global team.
Required Qualifications
- Bachelor's degree or equivalent experience
- 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+ years hands-on experience negotiating Salesforce renewals (including deals within last 12 months) with exposure ideally to such areas as Sales/Service Cloud, Gen AI licensing and negotiation (Agentforce, Einstein), Tableau CRM, Success Plans and industry clouds (e.g., Financial Services Cloud, Education Cloud, Marketing Clouds)
- Subject matter expertise in Salesforce licensing with particular focus on commercial aspects, software and cloud services market trends
- Executive presence; able to immediately establish credibility with executives and additional stakeholders
- Strong organizational skills; ability to work under tight deadlines and produce high quality deliverables
- Demonstrable excellence 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)
Desired Qualifications
- Graduate degree preferred
- Experience with software license compliance risk assessment, management, and/or mitigation in a software audit context, particularly with Salesforce, is desired
- Experience negotiating with and managing other major vendors (e.g., AWS, Google, SAP, Microsoft, Oracle, or ServiceNow) is desired
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