Director Analyst – SAP Licensing

Role Overview

• Develop thought-leading insights and advice on SAP Licensing for our Sourcing, Procurement, and Vendor Management clients, as well as IT leaders.
• Share expertise through published research, client conversations, presentations, teleconferences, and meetings.
• Research, analyze and predict market trends and shifts to provide clients and vendors with actionable insights.
• Engage daily with senior-level clients via phone, video conference, on stage at Gartner events, or face-to-face meetings—helping them solve complex challenges and improve business outcomes.
• Create innovative, thought provoking, and highly leveraged “must-have research” content.
• Develop new research and ideas through thought leadership and offer compelling, actionable approaches to client's needs and requests that accelerate the client's ability to act.
• Create and deliver high value presentation materials on and off stage for Gartner events, industry and professional association conferences, and client briefings.
• Support Research and Sales: Provide sales support serving as voice of the market to help research teams create content and to drive engagement with clients to make progress against their critical priorities to grow their business.
• Actively participate in innovation, ideation, and research discussions and collaborate effectively with peers in the research community.

Requirements

• Deep expertise in SAP Licensing, including negotiation and trends in software and cloud services.
• Knowledge of the global market and SAP’s competitive landscape with resellers.
• Excellent written skills, experience in publishing and a passion for writing is a plus; proven experience researching, planning and creating compelling written content for large, external audiences.
• Strong verbal communication skills and public speaking is desired.
• Experience with other major software vendors and cloud providers like Microsoft, Google, Salesforce, Oracle, or ServiceNow is preferred.
• Keen understanding of how technology and business trends affect software and SaaS contracting and costs.
• Ability to work effectively in a multicultural, global team.
• Exceptional analytical skills, applying models and patterns to draw and defend conclusions; strong business and financial acumen is required.
• Minimum of 10 years related to SaaS/Cloud contract negotiations, technology procurement, category management, vendor management, or software asset management—within a buyer organization, outsourcer, consultancy, or reseller.
• Recent hands-on experience negotiating with SAP (within the last 12 months), with preference for larger, complex deals.
• Strong background negotiating with other major software vendors and cloud providers.
• Experience with compliance risk assessment and management in software audits, especially with SAP, is an advantage.
• Bachelor's degree or equivalent experience; Graduate degree preferred.
• Strong organizational skills; ability to work under tight deadlines and produce high quality deliverables.
• Proficient in analyzing and synthesizing data; can effectively apply patterns and frameworks while drawing and defending conclusions to client challenges.
• Strong communicator who is able to explain complex concepts concisely and simply.
• Subject matter expert comfortable presenting at large and small-scale speaking engagements.
• Strong business and financial acumen.
• Ability to work independently, while also being intrinsically motivated to collaborate across teams and support the workflow of others, in a multicultural global team.
• Learning agile and adept with navigating highly matrixed environments.
• Ability to represent Gartner's research methodology and strategies effectively at all levels.
• Willingness and ability to travel up to 25% at times (where applicable).

Tech Stack

• Cloud
• Oracle
• ServiceNow

Benefits

• World-class benefits
• Highly competitive compensation
• Disproportionate rewards for top performers
• Flexibility and support for hybrid work environment