Sr. Principal Analyst, Microsoft Contract Negotiations & Licensing

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.

What you'll do:

• 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.

What you'll need:

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 ServiceNow) 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 articular 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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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.

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.

Ready to grow your career with Gartner? Join us.

Gartner believes in fair and equitable pay. A reasonable estimate of the base salary range for this role is 105,000 USD - 140,000 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. We also offer market leading benefit programs including generous PTO, a 401k match up to $7,200 per year, the opportunity to purchase company stock at a discount, and more.

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 View email address on click.appcast.io.

Job Requisition ID:112171

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