Director Analyst
Job description
A Director role within Gartner's Business and Technology Insights (BTI) group, focused on sourcing, contracts and negotiations for enterprise software and SaaS licensing with deep emphasis on the Salesforce ecosystem. The role produces thought-leadership research and advises clients on sourcing strategy, contract structure, negotiation planning and licensing optimization.
At a glance
- Employment
- Full-time · Employee (employment agreement)
- Work mode
- Hybrid
What you'll do
- Create innovative, thought provoking "must-have insights" content
- Develop new insights and 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 establishing Insights positions 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, and in-person or remote client briefings
- Support BTI and Sales: provide sales support serving as voice of the market to help Insights teams create content and to drive engagement with clients
- Provide high quality and timely content peer review
- Build credibility as an industry expert to represent Gartner insights, methodology and strategy
- Actively participate with a diverse, global team of colleagues in innovation, ideation, and research discussions and collaborate effectively with peers in the Insights community
- Identify research process improvements or develop new processes that help the team and BTI provide 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 Gartner insights and interactions
What we're looking for
- 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+ 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)
Nice to have
- 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
Your team
Business and Technology Insights (BTI) group
A group within Gartner where a Director serves as a leader, producing pragmatic and provocative insights that Gartner clients consume and apply.
Benefits
Hybrid work environment providing the flexibility and support to thrive — working virtually when it's productive to do so and getting together with colleagues in a vibrant community
- World-class benefits, highly competitive compensation and disproportionate rewards for top performers
Apply
About Gartner
We guide the leaders who shape the world
Gartner, Inc. (NYSE:IT) guides the leaders who shape the world. Since its founding in 1979, Gartner has grown to 20,000 associates globally who support over 13,000 client enterprises in ~90 countries and territories. Gartner is the world authority on AI, providing proactive, objective guidance throughout clients' AI journeys.
Mission
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.
Key facts
- 20,000 associates
- 1979
- NYSE:IT
- 20,000 associates globally
- Supports over 13,000 client enterprises in ~90 countries and territories
- Recognized worldwide as a great place to work, year after year
- Job Requisition ID: 112168
What they value
- Collaborate and win as a team
- Inclusive teams composed of individuals from different geographies, cultures, religions, ethnicities, races, genders, sexual orientations, abilities and generations
- Invest in great leaders who bring out the best in you and the company
- Deliver results for our clients