Director, Analyst Sourcing, Contracts and Negotiations – Software Licensing/SAP(
About the role:
Gartner Analysts are industry thought leaders who create must-haveinsights, market predictions and best practices for a broad range of world-leading organizations.This Director role is focused on sourcing, contracts and negotiationsfor enterprise software andSaaS licensing, with deep emphasis on the SAP ecosystem. A Director serves as a leader within Gartner ’s Business and Technology Insights (BTI) group. Utilizing research and analytical skills, a Director plays a significant role in producing pragmatic and provocativeinsightswhich Gartner clients consume and apply to propel their business toward key objectives. They are a trusted source of advice for clients, reinforcing Gartner ’s value every day by engaging them via in-person meetings, virtual meetings, sales support visits and Gartner conferences to discuss complex client challenges and offerappropriate recommendations.
What you will do:
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Create innovative, thought provoking “must-haveinsights” content
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Develop newinsightsand ideas through thought leadership and offer compelling, actionable approaches to client's needs and requests that accelerate the client's ability to act
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Develop in-depth analysis to identify the root cause of a client’s barriers or overall needs and reframe thinking to drive strategy forward
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Demonstrate thought leadership in establishingInsightspositions across a team of analysts
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Bring provocative, independent insights to Gartner leaders that can evolve the course of a research agenda
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Research, analyze and predict market trends and shifts to provide clients and vendors with actionable insights
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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
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Create and deliver high value presentation materials on and off stage for Gartner events, industry and professional association conferences, andin-person or remoteclient briefings
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SupportBTIand Sales: Provide sales support serving as voice of the market to helpInsightsteams create content and to drive engagement with clients to make progress against their critical priorities to grow their business
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Provide high quality and timely content peer review
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Build credibility as an industry expert to represent Gartner insights, methodology and strategy
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Actively participatewith a diverse, globalteam of colleaguesin innovation, ideation, and research discussions and collaborate effectively with peers in theInsightscommunity
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Identify research process improvements or develop new processes that help the team andBTIprovide excellent service delivery
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Be a mentor and a coach by supporting more junior team members
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Be client-centric while actively seeking to help clients engage regularly and often with Gartner insightsand interactions
What you will need:
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Bachelor's degree or equivalent experience; Graduate degree preferred
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12+ years of relevant field or industry experience
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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.
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5+yearshands-on experience negotiatingSAPrenewals(including dealswithin last 12 months)withexposureideallytoRISE, S/4HANA and line of business solutions (e.g., SuccessFactors, Ariba, Concur, etc.).
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Subject matter expertise inSAPlicensingwith particular focus on commercial aspects, software and cloud services market trends.
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Experience with software license compliance risk assessment, management, and/or mitigation in a software audit context, particularly withSAP, is desired.
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Experiencenegotiating with and managingother major vendors (e.g., AWS, Google, Salesforce,Microsoft, Oracle, or ServiceNow) is desired.
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Executive