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Job description
About the role
Gartner Analysts are industry thought leaders who create must‑have insights, market predictions and best practices for a broad range of world‑leading organizations. This Director role is focused on sourcing, contracts and negotiations for enterprise software and SaaS licensing, with deep emphasis on the Salesforce 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 provocative insights which 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 offer appropriate recommendations.
Responsibilities
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 to make progress against their critical priorities to grow their business
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 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
Qualifications
Bachelor's degree or equivalent experience; Graduate degree preferred
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 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.
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.
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)
Compensation and Benefits
Gartner offers world‑class benefits, highly competitive compensation and disproportionate rewards for top performers. In our hybrid work environment, we provide the flexibility and support for you to thrive — working virtually when it's productive to do so and getting together with colleagues in a vibrant community that is purposeful, engaging and inspiring. Gartner believes in fair and equitable pay. A reasonable estimate of the base salary range for this role is 148,000 USD – 175,500 USD. Please note that actual salaries may vary within the range, or be above or below the range, based on factors including, but not limited to, education, training, experience, professional achievement, business need, and location. In addition to base salary, employees will participate in either an annual bonus plan based on company and individual performance, or a role‑based, uncapped sales incentive plan. Our talent acquisition team will provide the specific opportunity on our bonus or incentive programs to eligible candidates. We also offer market‑leading benefit programs including generous PTO, a 401(k) match up to $7,200 per year, the opportunity to purchase company stock at a discount, and more.
Equal Employment Opportunity
The policy of Gartner is to provide equal employment opportunities to all applicants and employees without regard to race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status and to seek to advance the principles of equal employment opportunity. Gartner is committed to being an Equal Opportunity Employer and offers opportunities to all job seekers, including job seekers with disabilities. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access the Company’s career webpage as a result of your disability. You may request reasonable accommodations by calling Human Resources at or by sending an email to
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Worksite address
stamford, CT, 06925, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.