Director Analyst

Overview

In this Director role within Gartner’s BTI group, you will lead sourcing, contracts, and negotiations for enterprise software and SaaS, with a focus on Salesforce. You will produce pragmatic insights, guide clients, and support sales through executive-facing discussions and conferences. You’ll shape the research agenda, mentor teammates, and deliver high-impact content and analyses. This is a client-facing, research-driven leadership role with global collaboration and travel.

Pay / Benefits

• world-class benefits
• highly competitive compensation
• hybrid work environment
• disproportionate rewards for top performers

Responsibilities

• Develop innovative, must-have insights content and thought leadership
• Provide actionable advice on sourcing strategy, contract structure, and licensing optimization to clients
• Analyze client needs to identify root causes and reframing for strategy advancement
• Establish and promote insights positions across the team
• Contribute to evolving the research agenda with provocative, independent viewpoints
• Research, analyze, and forecast market trends to deliver actionable guidance for clients and vendors
• Deliver high-value materials and briefings for Gartner events and client interactions
• Support BTI and Sales by translating market voice into content and engagement strategies
• Mentor junior team members and promote collaborative, cross-team research discussions
• Identify and implement process improvements to enhance service delivery

Key requirements

• 12+ years of relevant field/industry experience
• 8+ years in SaaS/software contract negotiations and technology procurement
• 5+ years negotiating Salesforce renewals and related areas (Sales/Service Cloud, Tableau CRM, Einstein, Success Plans)
• Subject matter expertise in Salesforce licensing and commercial aspects of software and cloud services
• Experience with software license compliance risk assessment, preferably with Salesforce
• Experience negotiating with major vendors (AWS, Google, SAP, Microsoft, Oracle, ServiceNow)
• Executive presence with credibility with executives and stakeholders
• Strong organizational, analytical, and presentation skills
• Strong written and verbal communication, ability to explain complex concepts concisely
• Ability to work independently in a global, matrixed environment and travel up to 25%

• Executive presence
• Strong written and verbal communication
• Collaborative mindset in a global, matrixed team
• Salesforce licensing knowledge
• SaaS/software contract negotiations
• Vendor management and procurement

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