Director Analyst -Sourcing, Contracts and Negotiations – Software Licensing/SAP

Overview

In this role you drive sourcing, contracts and licensing negotiations for enterprise software and SaaS, with a focus on SAP. You will shape insights and guidance for Gartner clients, collaborating with a global BTI team to deliver actionable recommendations. You’ll present complex topics to executives, support sales, and influence research agenda through provocative, independent insights. Remote-EMEA position underpins Gartner’s mission to empower leaders with market-ready strategies. You will mentor others and help scale our client-centric approach across markets.

Pay / Benefits

• world-class benefits
• competitive compensation
• hybrid/remote work environment
• opportunities for growth
• global team collaboration
• recognition for top performers

Responsibilities

• Lead sourcing, contracts and negotiations for enterprise software and SaaS licensing with emphasis on SAP
• Create and deliver high-impact, thought-provoking insights and content for clients and Gartner events
• Analyze client needs to identify root causes and reframe strategies to drive action
• Establish Insights positions and contribute to the research agenda with independent, provocative perspectives
• Provide sales support as the market voice to enhance client engagement and growth
• Peer review high-quality content and mentor junior team members
• Collaborate with a global, diverse team and drive research process improvements
• Travel up to 25% as required

Key requirements

• 10+ years of relevant field or industry experience
• 8+ years in SaaS/software contract negotiations or technology procurement
• 5+ years negotiating SAP renewals (including recent deals) with exposure to SAP products (e.g., RISE, S/4HANA, SuccessFactors, Ariba, Concur)
• Subject matter expertise in SAP licensing and market trends
• Experience with software license compliance risk assessment in SAP contexts
• Experience negotiating with major vendors (AWS, Google, Salesforce, Microsoft, Oracle, ServiceNow) is desirable
• Executive presence and ability to engage with senior stakeholders
• Strong organizational, writing, analytical and presentation skills
• Ability to work independently and in a matrix, multicultural environment
• Willingness to travel up to 25%

• executive presence
• strong written and verbal communication
• collaboration and teamwork
• SAP licensing
• software license compliance
• vendor management

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