Director Analyst, Microsoft Negotiations & Licensing; Remote

Gartner Analysts are industry thought leaders who create must‑have insights, market predictions, and best practices for world‑leading organizations. As a Director within Gartner’s Business and Technology Insights (BTI) group, you will leverage research and analytical skills to produce pragmatic, provocative insights that clients use to achieve key objectives.

• Create innovative, thought‑provoking, and highly leveraged “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 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
• Provide clients and prospects with actionable advice aligned to their designated content area 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 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 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

• Bachelor’s degree or equivalent experience;
  Graduate degree preferred
• 12+ 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 Microsoft renewals (including deals within last 12 months) with exposure to MCA, EA and CSP
• Subject‑matter expertise in Microsoft volume licensing with particular focus on commercial aspects, software and cloud services market trends, 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 negotiating with and managing other major vendors (e.g., AWS, Google, Salesforce, SAP, Oracle, or Service Now) is 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…