Director, Analyst, Sourcing, Contracts and Negotiations – Software Licensing/Salesforce

About the role

Gartner is hiring a Director, Analyst, Sourcing, Contracts and Negotiations for its Business and Technology Insights (BTI) group, focused on enterprise software and SaaS licensing with a strong emphasis on the Salesforce ecosystem. The role is remote in EMEA and involves creating insights, advising clients and supporting sales.

Key responsibilities

• Create thought-provoking insights and lead the Insights position across a team of analysts
• Analyze and predict market trends and advise clients and prospects on sourcing strategy, contract structure, negotiation planning, licensing optimization and software/SaaS decisions
• Deliver presentations at Gartner events, conferences and client briefings
• Support BTI and sales as the voice of the market, review content and help clients engage regularly with Gartner
• Improve research processes, mentor junior colleagues and represent Gartner's methodology and strategy

Required profile

• Bachelor's degree or equivalent experience; graduate degree preferred
• 10+ years of relevant field or industry experience
• 8+ years in SaaS/software contract negotiations, technology procurement, category management, vendor management or software asset management
• 5+ years negotiating Salesforce renewals, ideally with recent deals and exposure to Sales/Service Cloud, Gen AI licensing, Tableau CRM, Success Plans and industry clouds
• Travel up to 25% where applicable

Required skills

• Subject-matter expertise in Salesforce licensing and software/cloud market trends
• Software license compliance risk assessment and mitigation in audits (desired)
• Negotiation with major vendors such as AWS, Google, SAP, Microsoft, Oracle or ServiceNow (desired)
• Research, writing, analysis, presentation and executive presence