Senior Principal, Analyst

You will work with an incredible organization and as part of a diverse, multicultural global team to amplify your impact in an intellectually stimulating and fun environment with ample career and personal growth potential. The Software & Cloud Negotiation Practice within the Sourcing, Procurement and Vendor Management group is at the forefront of Gartner’s dedication to helping clients understand and achieve cost-effective, commercially optimized software and cloud licensing deals. You will develop a deep understanding of client roles, priorities and challenges. You will become a trusted advisor of such clients and deliver actionable, objective insights that help them make faster, smarter decisions and perform strongly on their mission-critical priorities. Our thought leadership allows us to “see around corners,” anticipate changes in technology and capabilities and how those will impact our clients’ initiatives.

The Position
Gartner Analysts are innately curious, industry thought leaders who create expert research while bringing best practices and research models to life across a broad range of client organizations. Senior Principal, Analysts are a trusted source of actionable, objective advice. They deepen personal value for clients every day by providing high quality, timely insight and must-have research - content that is provocative and pragmatic. They meet with clients daily via virtual meetings or face-to-face interactions. They promote a clear vision for the evolving markets at the local, regional and global levels. To support these conversations you will research markets, practices and trends as well as produce written or digital research for Gartner clients to apply.

The Role
The successful candidate has expertise in software- and cloud services contracting and negotiation. This should include experience in negotiating, primarily with Oracle but preferably with additional experience with other large software and cloud providers. The candidate should bring an understanding of Oracle’s (and other vendors’) major programs, contracting models and pricing/discounting approaches for both on-premise and cloud. They should have a good grasp of nuances of software- and cloud terms and conditions, how they are typically negotiated and their financial impact. They should understand not only how to negotiate effectively with Oracle (and other vendors) but also what key areas of the contracts are typically negotiable and to what extent.

The successful candidate has a background in software- and cloud licenses, technology procurement category management, software asset management, or related leadership roles within a buying organization, consulting firm, reseller or vendor. This should be augmented by an understanding and curiosity about the larger business impact of new technology and business trends on software and cloud contracting models and costs, and how to navigate these successfully.

Responsibilities:
The successful candidate will have experience and knowledge to guide Gartner clients in buying and negotiating on-premises software- and cloud deals. As part of a broader, collaborative team, they will conduct their own research in contract negotiation best- and next practices, especially for Oracle, but can expand beyond to neighboring fields as required. They will also guide clients on the commercial impact of new technologies and business trends on existing software license and service portfolios. In addition, the responsibilities of the successful candidate will include:

- Analyze on-premises/cloud proposals and guide buyers with corresponding negotiation strategy, pricing and contracting.
- Conduct innovative, fact-based, must-have research and analysis around client key initiatives and specific areas of expertise, enabling our clients to successfully address their more critical priorities.
- Collaborate on and help drive a body of published research and develop a following in the industry as a subject matter expert.
- Provide high quality and timely peer review of other analysts’ research.
- Lead or participate in research meetings to discuss research issues and collaborate effectively with peers in a diverse, multicultural global team.
- Demonstrate thought leadership in establishing research positions across teams of analysts.
- Cover the specified area as well as applicable adjacent areas, while maintaining a view across a broad spectrum of the market to produce thought-leading, impactful, analytically-deep, fact-based research. Remain ahead of the curve on developments within these specified areas, as well as applicable adjacent areas.
- Be relaxed and adept in engaging C-Level executives as well as front-line sourcing and procurement personnel competently and convincingly, while establishing and growing a strong, trusting relationship.
- Create materials for clients, delivered in person, via video conference or webinar.
- Proactively support Gartner analysts and other internal stakeholders across relevant research key initiatives and on client calls.
- Maintain a high client focus with a view to progressively and relentlessly improving the customer experience for Gartner clients.
- Help drive proactive engagement and help clients/prospects make progress against their critical priorities to grow their business.

Qualifications, Skills & Experience:

- Bachelor's degree or equivalent experience; Graduate degree preferred.
- 8-10 years experience. Minimum 5 years of relevant field- or industry experience.
- Recent experience with hands-on negotiation experience, negotiation strategies, software license compliance risk assessment, management and/or mitigation in software audit context at minimum with Oracle (within last 12 months). Experience with larger, complex solutions (software and services) deal negotiation experience is preferred.
- Exceptional analytical skills; ability to apply conceptual models, recognizing patterns and drawing and defending conclusions. Proficient in analyzing and synthesizing data; can effectively apply patterns and frameworks to client challenges and demonstrate learning agility.
- Strong market research skills, proven in a procurement, asset management or negotiator role.
- Ability to work independently and collaboratively, supporting the workflow of others, in a diverse, multicultural global team.
- Strong project planning/management/organizational skills; ability to work under tight deadlines and produce high quality material.
- Strong written and verbal interaction; ability to engage clients and respond effectively to questions. Ability to distill and explain complex ideas articulately, succinctly and effectively.
- Excellent presentation skills. Ability to perform well on-stage as well as in smaller groups, face to face.
- Strong business and financial acumen.
- Demonstrates executive presence; can immediately establish credibility with executives and additional stakeholders in strategic procurement.
- Subject matter expert comfortable with presenting at large- and small-scale speaking engagements.
- Exceptional coaching, influencing and leadership skills.
- Flexible thinker adept at change and experienced navigating highly matrixed environments.
- Innate curiosity and interest in related fields.

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