Senior Principal Analyst, Microsoft Contract Negotiations and Licensing

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

📋 Description

• Develop creative, insightful, and impactful content that delivers essential insights.

• Generate fresh insights and concepts through thought leadership and practical solutions tailored to client needs.

• Evaluate client challenges and requirements, pinpoint root causes, and reframe perspectives to enhance strategy.

• Establish positions on Insights within a team of analysts.

• Provide independent insights to Gartner leaders to influence research agendas.

• Conduct research, analysis, and forecasting of market trends and shifts.

• Offer actionable recommendations to clients and prospects through virtual or in-person engagements.

• Create and present materials for Gartner events, conferences, and client briefings.

• Support sales efforts and represent the market voice.

• Execute timely and high-quality peer reviews of content.

• Serve as an industry expert representing Gartner's insights, methodologies, and strategies.

• Engage in discussions about innovation, ideation, and research.

• Collaborate with colleagues across the Insights community and global teams.

• Identify enhancements in the research process and develop new service delivery methodologies.

• Assist clients in regularly engaging with Gartner insights and interactions.

• Counsel clients on Microsoft pricing, contracting, negotiation tactics, and ongoing vendor management.

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

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

• Travel up to 25% as necessary.

⛳️ Requirements

• A bachelor's degree or equivalent experience; a graduate degree is preferred.

• Over 8 years of relevant industry experience.

• More than 5 years of experience in SaaS/software contract negotiations, technology procurement, category management, vendor management, or software asset management.

• Experience should come from a buying organization, outsourcer, consulting firm, or reseller.

• Significant recent experience negotiating with Microsoft within the past year.

• In-depth knowledge of Microsoft licensing, negotiation processes, software and cloud services market trends, the global landscape, and the reseller ecosystem.

• Experience with software license compliance risk assessment, management, and/or mitigation in the context of software audits, particularly with Microsoft, is desirable.

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

• Executive presence and the ability to build credibility with executives and stakeholders.

• Excellent organizational skills and the capacity to meet tight deadlines.

• Strong research and writing capabilities.

• Proficient in written and verbal communication, analytical, presentation, and client engagement skills.

• Competent in analyzing and synthesizing data and applying patterns and frameworks.

• Ability to convey complex ideas clearly and simply.

• Subject matter expertise and comfort in presenting at both large and small speaking engagements.

• Strong business and financial understanding.

• Comprehensive knowledge of the global and competitive landscape within the subject area.

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

• Adaptability and capability to navigate complex, matrixed settings.

• Proficiency in effectively representing Gartner's research methodologies and strategies at all levels.

• Willingness and capability to travel up to 25% as needed.

🏝️ Benefits

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

• Generous paid time off (PTO) policy.

• 401k matching up to $7,200 annually.

• Opportunity to acquire company stock at a discounted rate.

• Top-tier benefits package.

• Highly competitive salary.

• Exceptional rewards for top performers.

• Flexible and supportive hybrid work environment.

• Opportunities for professional growth.

• Inclusive workplace fostering collaboration across diverse geographies, cultures, and backgrounds.

• Reasonable accommodations available for qualified individuals with disabilities.