Director, Analyst – Workday Contract Negotiations & Licensing

This is a fully remote position, open to applicants in United States.

📋 Description

• Generate innovative, thought-provoking, and essential insights regarding Workday.

• Create thought leadership and actionable methodologies that assist clients in securing advantageous Workday SaaS agreements.

• Assess client challenges and needs while formulating negotiation strategies.

• Establish Insight positions with a team of analysts.

• Offer independent insights and ideas to Gartner leaders, influencing research agendas.

• Conduct research, analysis, and predictions on market trends and shifts.

• Provide guidance to clients and prospects through both virtual and in-person interactions.

• Design and present at Gartner events, conferences, and client briefings.

• Support BTI and Sales by offering sales assistance and market insights.

• Deliver timely peer feedback on content.

• Build credibility as an industry expert representing Gartner's insights, methodology, and strategy.

• Engage in innovation, ideation, and research discussions.

• Identify improvements in research processes and develop new service delivery methods.

• Mentor and coach junior team members.

• Motivate clients to frequently engage with Gartner insights and interactions.

• Create and disseminate insights on software pricing and contracting through articles, webinars, events, and briefings.

• Research, analyze, and predict trends in software, SaaS, and cloud licensing.

⛳️ Requirements

• Bachelor's degree or equivalent experience; a Graduate degree is preferred.

• Over 10 years of relevant field or industry experience.

• More than 7 years of work experience in SaaS/software contract negotiations, technology procurement, category management, vendor management, or software asset management.

• Extensive, recent hands-on experience negotiating with Workday within the past 12 months.

• Expertise in Workday licensing.

• Knowledge of negotiation processes, market trends in software and cloud services, the global landscape, and the reseller ecosystem.

• Strong skills in organization, research, writing, analysis, presentation, communication, and finance.

• Desired experience in software license compliance risk assessment, management, and/or mitigation within a software audit context, especially with Workday.

• Preferred experience negotiating with AWS, Google, Salesforce, SAP, Oracle, or ServiceNow.

• Capability to establish credibility and earn trust with senior executives and stakeholders.

• Proficiency in analyzing and synthesizing data, applying patterns and frameworks, and defending conclusions.

• Ability to work independently and collaborate effectively across teams in a multicultural global environment.

• Skill in navigating highly matrixed organizations.

• Competence in effectively representing Gartner's research methodology and strategies at all levels.

• Willingness and capability to travel up to 25%, as applicable.

🏝️ Benefits

• Annual bonus plan based on both company and individual performance, or a role-based, uncapped sales incentive plan.

• Generous paid time off (PTO).

• 401k matching up to $7,200 per year.

• Opportunity to buy company stock at a discounted rate.

• Market-leading benefit programs.

• Hybrid work environment with the flexibility to work remotely and collaborate in person.

• Opportunities for professional growth.

• Reasonable accommodations for qualified individuals with disabilities.