Sr Director Analyst - Cloud Licensing & Commercial Negotiations; Remote

Position: Sr Director Analyst - Cloud Licensing & Commercial Negotiations (Remote: US)

Are you passionate about maximizing value from large negotiations with Amazon Web Services (AWS), Microsoft (Azure/M365), and Google Cloud Platform (GCP) contract and licensing? Do you thrive in helping organizations navigate complex commercial structures, high-value negotiations, and multi-cloud strategy? If so, this role gives you the platform to share deep expertise with senior-level business and technology leaders while influencing enterprise cloud strategy at scale.

Why Is This Role a Great Fit for You:

• You thrive in a collaborative, intellectually rigorous environment that values expert insights, bold ideas, and strong commercial instincts.
• You stay curious constantly scanning the market to understand cloud vendor licensing models, contracting trends, and negotiation levers.
• You enjoy influencing outcomes by providing independent, fact-based, and actionable guidance.
• You value integrity, objectivity, and creativity in solving complex licensing and cost-optimization challenges.
• You want to broaden your impact by shaping cloud strategy for enterprises across industries.

About the role:

You will develop thought-leading insights and advice on AWS, Microsoft Azure/M365, and Google Cloud Platform licensing and commercial negotiations. You’ll guide clients through major cloud contract events, renewals, cost optimization, and negotiation strategy. This includes publishing research, delivering presentations, advising through client interactions, and collaborating with peers to advance market understanding.

What will you do:

• Create innovative, high-value research content.
• Develop new research ideas and actionable approaches to client cloud licensing and negotiation needs.
• Analyze trends such as optimizing commercial strategies for multi-cloud environments, evaluating licensing models, identifying emerging market trends, and expanding the use of cloud marketplaces.
• Evaluate client usage patterns to identify cost optimization levers and recommend negotiation strategies.
• Develop in-depth analysis of client challenges.
• Demonstrate thought leadership across cloud commercial management topics.
• Research and predict cloud market trends.
• Engage daily with senior-level clients.
• Create and deliver presentation materials.
• Support Research and Sales.
• Provide peer review.
• Build credibility as an industry expert.
• Participate in innovation and research discussions.
• Mentor junior team members.
• Be client-centric and drive engagement.

What you will need:

• Deep expertise in large enterprise AWS, Microsoft, and Google Cloud cloud negotiation and renewing of licensing contracts.
• Experience with transacting software purchases through cloud market places.
• Knowledge of global cloud market dynamics.
• Excellent writing and presentation skills.
• Experience with SaaS vendor negotiations.
• Strong understanding of cloud adoption, Fin Ops, and digital transformation impacts.
• Exceptional analytical skills.
• Minimum of 10 years’ cloud licensing or negotiation experience.
• Recent hands-on experience negotiating large cloud agreements.
• Experience with compliance risk management.
• Bachelor's degree required, graduate degree preferred.
• Ability to work in a global team.
• Strong organizational skills.
• Learning-agile and effective in matrixed environments.
• Willingness to travel up to 25%.

Who are we?

At Gartner, Inc. (NYSE:

IT), we guide the leaders who shape the world.

Our mission relies on expert analysis and bold ideas to deliver actionable, objective business and technology insights, helping enterprise leaders and their teams succeed with their mission-critical priorities.

Since our founding in 1979, we’ve grown to 21,000 associates globally who support ~14,000 client enterprises in ~90 countries and territories. We do important, interesting and substantive work that matters. That’s why we hire associates with the intellectual curiosity, energy and drive to want to make a difference. The bar is unapologetically high. So is the impact you can have here.

What makes Gartner a great place to work?

Our vast, virtually untapped market potential offers limitless opportunities – opportunities that may not even exist right now – for you to grow professionally and flourish personally. How far…