Senior Principal Analyst, Contract Negotiations, Licensing

This is a fully remote position, open to applicants in Connecticut, +2 more states.

📋 Description

• Deliver compelling and actionable advice to clients and prospects regarding their Microsoft pricing and contracting requirements, including negotiation strategies and ongoing vendor management, through virtual or in-person interactions.

• Create and disseminate innovative, high-impact insights on software pricing and contracting, particularly related to Microsoft, through research articles, webinars, events, and client briefings.

• Investigate, analyze, and predict trends in software, SaaS, and cloud licensing to offer forward-looking guidance.

• Lead or engage in ideation and research discussions, collaborating with the BTI community.

• Perform thorough analyses to identify client challenges, reframe their strategies, and enhance business outcomes.

• Maintain a client-centric focus while motivating clients to engage regularly with Gartner.

• Work proactively with the broader sales organization and provide exceptional sales support to retain and expand the business.

• Deliver high-quality and timely peer reviews and constructive feedback.

• Foster team success by mentoring and supporting team members.

• Represent Gartner’s insights and methodologies with credibility during client interactions and media engagements.

• Identify and implement process enhancements that contribute to team success.

⛳️ Requirements

• Bachelor’s degree or equivalent experience; a graduate degree is preferred.

• Over 8 years of experience, with a minimum of 5 years 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 the last 12 months.

• Subject matter expertise in Microsoft licensing, including knowledge of the negotiation process, software and cloud services market trends, the global landscape, and the reseller ecosystem.

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

• Experience with other major vendors (such as AWS, Google, Salesforce, SAP, Oracle, or ServiceNow) is preferred.

• Executive presence and the ability to quickly establish credibility with senior stakeholders.

• Outstanding verbal communication skills, comfortable delivering engaging presentations to diverse audiences.

• Ability to articulate complex concepts clearly and concisely, engage clients, and respond effectively to inquiries.

• Proficient in analyzing and synthesizing data.

• Strong organizational skills and the capability to produce high-quality deliverables under tight deadlines.

• Self-motivated, collaborative, quick-learning, and comfortable working in a multicultural, matrixed environment.

• Willingness to undertake occasional travel (usually no more than 25%), both regionally and globally.

🏝️ Benefits

• Generous PTO.

• 401k match up to $7,200 per year.

• Opportunity to purchase company stock at a discount.

• Competitive compensation with disproportionate rewards for top performers.