Sr. Principal Analyst, Microsoft Negotiations & Licensing; Remote

About the role

A Sr. Principal Analyst uses research and analytical skills to create thought-leading insights that help Sourcing, Procurement and Vendor Management and other IT leaders navigate software and cloud pricing and contracting. As a Gartner analyst, you will meet daily with senior-level clients to help them achieve their most critical priorities, driving performance and business outcomes. To support and build off these conversations, you will research markets, practices and trends as well as publish content and deliver live presentations.

Candidates must have current knowledge of Microsoft's commercial programs, contracting models, pricing, and discounting approaches as well as a vision for how Microsoft licensing, and overall contracting and negotiations with large vendors, will evolve globally and regionally.

• Provide clients and prospects with compelling, actionable advice regarding their Microsoft pricing and contracting needs, including negotiation strategies and ongoing vendor management, via virtual or face-to-face interactions.
• Develop and publish innovative, high-impact insights on software pricing and contracting, especially Microsoft, via research articles, webinars, events, and client briefings.
• Research, analyze, and forecast trends in software, SaaS, and cloud licensing to deliver forward-looking guidance.
• Lead or participate in ideation and research discussions, collaborating across the BTI community.
• Conduct in-depth analysis to diagnose client challenges, reframe their strategies, and drive business outcomes.
• Be client-centric while also encouraging clients to engage regularly with Gartner.
• Proactively work with the wider sales organization and deliver outstanding sales support to retain and grow the business.
• Provide high quality and timely peer review and feedback. Drive team success by mentoring and supporting team members.
• Represent Gartner's insights and methodologies with credibility in client engagements and media interactions.
• Identify and implement process improvements that drive team success.

Gartner analysts are viewed as the experts. This means you need to know your markets, vendors, trends, management practices, etc. and be able to see the forest and the trees. You should have:

• Bachelor's degree or equivalent experience;
  Graduate degree preferred.
• 8+ years' experience with a minimum of 5 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.
• Extensive, recent, hands-on experience negotiating with Microsoft (within last 12 months).
• Subject matter expertise in Microsoft licensing with understanding of the negotiation process, software and cloud services market trends, the global landscape, and reseller ecosystem.
• Experience with software license compliance risk assessment, management, and/or mitigation in a software audit context, particularly with Microsoft, is desired.
• Experience with other major vendors (e.g., AWS, Google, Salesforce, SAP, Oracle, or Service Now) is desired.
• Executive presence with the ability to quickly establish credibility with senior stakeholders.
• Excellent verbal communication skills, with comfort delivering engaging presentations to diverse audiences. Able to clearly and concisely articulate complex concepts, engage clients and respond effectively to questions.
• Proficient in analyzing and synthesizing data. Can effectively identify and apply patterns, concepts, and frameworks while defending from client challenges.
• Strong organizational skills and the ability to produce high-quality deliverables under tight deadlines.
• Self-motivated, collaborative, quick-learning, and comfortable working in a multicultural, matrixed environment.
• Able to conduct occasional travel (usually no more than 25%), regionally and globally.

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