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

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 SAP ecosystem. The Director serves as a leader within Gartner’s Business and Technology Insights group, producing insights that clients consume and apply to propel their business toward key objectives.

Responsibilities

• Create innovative, thought‑provoking “must‑have insights” content.
• Develop new insights and ideas through thought leadership and offer compelling, actionable approaches to client needs.
• 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.
• 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 as voice of the market to help Insights teams create content and drive engagement with clients.
• 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.
• Act as 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 of 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 SAP renewals, including deals within last 12 months, with exposure to RISE, S/4HANA and line‑of‑business solutions such as SuccessFactors, Ariba, Concur, etc.
• Subject‑matter expertise in SAP licensing with particular focus on commercial aspects, software and cloud services market trends.
• Experience with software license compliance risk assessment, management, or mitigation in a software audit context, particularly with SAP, desired.
• Experience negotiating with and managing other major vendors such as AWS, Google, Salesforce, Microsoft, Oracle or ServiceNow 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 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 agility and adept at 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.

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.

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 those with disabilities. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation.