Director Analyst - Sourcing, Contracts and Negotiations - Digital Experience Platforms/Adobe (R[...]

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 Digital Experience Platforms, with deep emphasis on the Adobe ecosystem. A Director serves as a leader within Gartner’s Business and Technology Insights (BTI) group, using research, commercial expertise and analytical skills to produce pragmatic and provocative insights that clients consume and apply to advance key business objectives. They are a trusted source of advice for clients, helping procurement, finance, legal, sourcing and business stakeholders navigate complex supplier decisions, contract structures, licensing models and negotiation strategies through in‑person meetings, virtual meetings, sales support visits and Gartner conferences.

What you will do

• 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 sourcing, contracting, licensing, negotiation or vendor management barriers 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, pricing, licensing and commercial negotiation trends to provide clients and vendors with actionable sourcing and contract insights
• Provide clients and prospects with actionable advice aligned to sourcing strategy, contract structure, negotiation planning, licensing optimization and Digital Experience Platform 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 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

What you will need

• Bachelor's degree or equivalent experience; Graduate degree preferred
• 12+ years of relevant field or industry experience
• 8+ years of experience as a sourcing, contracts and negotiations leader across SaaS/software contract negotiations, technology procurement, category management, vendor management and software asset management within buying organizations, consulting firms, outsourcers or reseller environments. Proven track record leading strategic sourcing initiatives for enterprise Digital Experience Platforms (DXP) and marketing technology investments with a focus on Adobe.
• 5+ years of hands‑on experience on negotiating multi‑million‑dollar software, SaaS, and services agreements across the Adobe ecosystem, including Adobe Experience Platform (AEP), Adobe Experience Manager (AEM), Marketo, and Adobe Target.
• Subject matter expertise in Adobe commercial licensing, enterprise contracting and negotiation strategy, including Enterprise Term License Agreements (ETLAs), VIP/VIP Marketplace subscriptions, Master Services Agreements (MSAs), Order Forms, Statements of Work (SOWs), Service Level Agreements (SLAs), and/or Data Processing Agreements (DPAs). Deep understanding of Digital Experience Platform (DXP) commercial models, Adobe Experience Cloud products, licensing optimization, software governance, contract risk, pricing leverage and strategic supplier negotiations.
• Trusted advisor to Procurement, Finance, Legal, sourcing and business stakeholders, driving vendor consolidation, commercial optimization, contract governance, negotiation strategy and improved governance across technology portfolios.
• Experience in negotiating with and managing other major vendors (e.g., AWS, Google, Salesforce, SAP, Oracle, or ServiceNow) 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 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 the 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 agile and adept with 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)

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 20,000 associates globally who support over 13,000 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 you go is driven by your passion and performance.

We hire remarkable people who collaborate and win as a team. Together, our singular, unifying goal is to deliver results for our clients.

Our teams are inclusive and composed of individuals from different geographies, cultures, religions, ethnicities, races, genders, sexual orientations, abilities and generations.

We invest in great leaders who bring out the best in you and the company, enabling us to multiply our impact and results. This is why, year after year, we are recognized worldwide as a great place to work.

Gartner is the world authority on AI

At Gartner, you’ll join a company at the very center of the AI revolution. Gartner has proactive, objective guidance throughout clients’ AI journeys. We set the standard for how organizations leverage artificial intelligence to drive meaningful impact. You’ll have access to unmatched resources, expertise, and technology, and play a key role in helping Gartner and our clients innovate and grow as we leverage AI to transform business and technology landscapes.

It’s an exciting time to be at Gartner, with limitless opportunities to make a real impact, grow your skills, and build a lasting, meaningful career in a field that’s reshaping the way we operate. If you’re passionate about AI and want to be part of a team that’s guiding the leaders who shape the world, Gartner is the place for you.

What do we offer?

• Gartner offers world‑class benefits, highly competitive compensation and disproportionate rewards for top performers.
• Annual bonus plan based on company and individual performance.
• Role‑based, uncapped sales incentive plan.
• Generous PTO.
• A 401k match up to $7,200 per year.
• The opportunity to purchase company stock at a discount.
• And more.

Gartner believes in fair and equitable pay. A reasonable estimate of the base salary range for this role is 148,000 USD - 175,500 USD. Please note that actual salaries may vary within the range, or be above or below the range, based on factors including, but not limited to, education, training, experience, professional achievement, business need, and location. In addition to base salary, employees will participate in either an annual bonus plan based on company and individual performance, or a role‑based, uncapped sales incentive plan. Our talent acquisition team will provide the specific opportunity on our bonus or incentive programs to eligible candidates.

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 job seekers with disabilities. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access the Company’s career webpage as a result of your disability. You may request reasonable accommodations by calling Human Resources at View phone number on click.appcast.io or by sending an email to View email address on click.appcast.io.