Senior Principal Analyst, Microsoft Contract Negotiations, Licensing

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

📋 Description

• Offer clients and prospects persuasive, actionable guidance on their Microsoft pricing and contracting requirements, including negotiation tactics and ongoing vendor management, through virtual or in-person meetings.

• Create and disseminate innovative, impactful insights on software pricing and contracting, particularly pertaining to Microsoft, via research publications, webinars, events, and client briefings.

• Investigate, analyze, and project trends in software, SaaS, and cloud licensing to provide forward-thinking recommendations.

• Lead or engage in brainstorming and research discussions, collaborating within the BTI community.

• Perform thorough analysis to identify client challenges, reframe their strategies, and drive business success.

• Maintain a client-focused approach while motivating clients to engage consistently with Gartner.

• Collaborate proactively with the broader sales team and provide exceptional sales support to retain and expand the business.

• Deliver high-quality and prompt peer reviews and feedback.

• Foster team success by mentoring and supporting colleagues.

• Represent Gartner’s insights and methodologies with authority in client interactions and media engagements.

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

⛳️ Requirements

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

• Over 8 years of experience, including at least 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, with a comprehensive understanding of the negotiation process, software and cloud services market trends, global landscape, and reseller ecosystem.

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

• Experience with other major vendors (e.g., AWS, Google, Salesforce, SAP, Oracle, or ServiceNow) is also preferred.

• Possess executive presence and the ability to quickly build credibility with senior stakeholders.

• Excellent verbal communication skills, with the capability to deliver engaging presentations to diverse audiences.

• Able to clearly and succinctly explain complex concepts, engage clients, and respond effectively to inquiries.

• Proficient in data analysis and synthesis.

• Strong organizational abilities and the capacity to produce high-quality deliverables under tight deadlines.

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

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

🏝️ Benefits

• Generous paid time off (PTO)

• 401k match up to $7,200 annually

• Opportunity to purchase company stock at a discounted rate

• Flexible work arrangements

• Professional development opportunities