Director, Analyst Sourcing, Contracts and Negotiations – Software Licensing/SAP (Remote - US)
Software Development
SalesforceExcel
WFA Digital Insight
Gartner’s Business and Technology Insights group needs a seasoned negotiator who lives in the Salesforce ecosystem. The Director will own end‑to‑end sourcing, contract and negotiation workflows for enterprise software and SaaS licensing, a focus that few firms pair with a research‑driven analyst community. What makes this opening distinct is the blend of market research, client‑facing insight delivery, and hands‑on deal structuring—all under one roof. Candidates will be expected to translate deep licensing knowledge into actionable guidance for Gartner’s clients, while also shaping the research agenda for the analyst team. The role sits at the crossroads of strategy, sales support and mentorship, offering a rare chance to influence both client outcomes and internal thought leadership.
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.What you Will Do
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 I nsights 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 a 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 What you will need: 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.How to Stand Out
- Highlight specific Salesforce licensing modules you have negotiated, especially recent renewals, in your resume and cover letter.
- Prepare a brief case study that demonstrates how you turned a licensing audit risk into a cost‑saving outcome.
- Be ready to discuss your approach to building insight‑driven recommendations for clients, not just contract terms.
- Showcase any mentorship or coaching experience; Gartner values leaders who develop junior talent.
- Research Gartner’s BTI research focus areas beforehand so you can speak to how you would contribute to their agenda.
- When interviewing, ask about the team’s collaboration tools and how research insights are fed back into client engagements.
- Negotiate remote‑work stipends or home‑office equipment early if the offer package does not explicitly include them.
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