Director Analyst - SAP Licensing (Remote: North America)
Role details
Job location
Tech stack
Job description
- You thrive in a diverse team setting, valuing expert insights, bold ideas, and intellectual courage.
- You constantly seek to learn and discover emerging trends in technology licensing and contracting.
- You pursue personal growth through team collaboration and consensus-building.
- Our culture is built on collaboration, integrity, and objectivity, valuing creativity and innovation. As a Gartner analyst, you'll help clients solve complex SAP licensing challenges and achieve their goals while expanding your own impact and career.
About the role:
You will develop thought-leading insights and advice on SAP Licensing for our Sourcing, Procurement, and Vendor Management clients, as well as IT leaders. You'll share your expertise through published research, client conversations, presentations, teleconferences, and meetings. Up-to-date knowledge of SAP's commercial programs, contracting models, pricing, and discounting is essential, along with a vision for how SAP Licensing and mega vendor negotiations will evolve globally and regionally, including the impact of AI. Also essential: Proven ability to research, plan and write clear, actionable research documents for a senior-level audience, consistently meeting publication deadlines.
What you will do:
- Create innovative, thought provoking, and highly leveraged "must-have research" content
- Develop new research 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 research 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
- Engage daily with senior-level clients via phone, video conference, on stage at Gartner events, or face-to-face meetings-helping them solve complex challenges and improve business outcomes.
- Create and deliver high value presentation materials on and off stage for Gartner events, industry and professional association conferences, and client briefings
- Support Research and Sales: Provide sales support serving as voice of the market to help research 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 research content peer review
- Build credibility as an industry expert to represent Gartner research, methodology and strategy
- Actively participate in innovation, ideation, and research discussions and collaborate effectively with peers in the research community
- Identify research process improvements or develop new processes that help the team and Research & Advisory 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 research and interactions
Requirements
- Deep expertise in SAP Licensing, including negotiation and trends in software and cloud services.
- Knowledge of the global market and SAP's competitive landscape with resellers.
- Excellent written skills, experience in publishing and a passion for writing is a plus; proven experience researching, planning and creating compelling written content for large, external audiences.
- Strong verbal communication skills and public speaking is desired.
- Experience with other major software vendors and cloud providers like Microsoft, Google, Salesforce, Oracle, or ServiceNow is preferred.
- Keen understanding of how technology and business trends affect software and SaaS contracting and costs.
- Ability to work effectively in a multicultural, global team.
- Exceptional analytical skills, applying models and patterns to draw and defend conclusions; strong business and financial acumen is required.
- Minimum of 10 years related to SaaS/Cloud contract negotiations, technology procurement, category management, vendor management, or software asset management-within a buyer organization, outsourcer, consultancy, or reseller.
- Recent hands-on experience negotiating with SAP (within the last 12 months), with preference for larger, complex deals.
- Strong background negotiating with other major software vendors and cloud providers.
- Experience with compliance risk assessment and management in software audits, especially with SAP, is an advantage.
- Bachelor's degree or equivalent experience; Graduate degree preferred
- Demonstrate executive presence; can immediately establish credibility with executives and additional stakeholders
- Strong organizational skills; ability to work under tight deadlines and produce high quality deliverables
- Proficient in analyzing and synthesizing data; can effectively apply patterns and frameworks while drawing and defending conclusions to client challenges
- Strong communicator who is able to explain complex concepts concisely and simply
- Subject matter expert comfortable presenting at large and small-scale speaking engagements
- Strong business and financial acumen
- 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% at times (where applicable)
Benefits & conditions
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 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. 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.
