Director, Analyst Sourcing, Contracts and Negotiations – Software Licensing/SAP (Remote - US)
RemoteUnited States
Job Summary
Lead sourcing, contracts, and negotiations for enterprise software and SaaS licensing, with deep emphasis on the SAP ecosystem. Create innovative, thought-provoking insights and deliver in-depth analysis to identify root causes of client barriers, driving strategy forward. Provide clients and prospects with actionable advice aligned to sourcing strategy, contract structure, and negotiation planning via virtual or face-to-face interactions. Develop high-value presentation materials for Gartner events, industry conferences, and client briefings while supporting sales teams as the voice of the market. Build credibility as an industry expert, mentor junior team members, and actively participate in global innovation discussions. Research and predict market trends to evolve the research agenda and identify process improvements for service delivery.
Required Qualifications
- Bachelor's degree or equivalent experience
- 10+ 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 SAP renewals (including deals within last 12 months) with exposure ideally to RISE, S/4HANA and line of business solutions (e.g., SuccessFactors, Ariba, Concur, etc.)
- Subject matter expertise in SAP 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
- 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 SAP
- Experience negotiating with and managing other major vendors (e.g., AWS, Google, Salesforce, Microsoft, Oracle, or ServiceNow)
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