Gartner

Senior Principal Analyst – SAP Licensing

Gartner

full-time

Posted on:

Location Type: Remote

Location: Remote • 🇺🇸 United States

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Salary

💰 $105,000 - $140,000 per year

Job Level

Senior

Tech Stack

AWSCloudOracleServiceNow

About the role

  • Develop leading insights and advice on SAP Licensing for our Sourcing, Procurement, and Vendor Management clients, as well as IT leaders.
  • Share your expertise through published research, client conversations, presentations, teleconferences, and meetings.
  • 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.
  • Research markets, practices, and trends, producing written insights for Gartner clients.
  • Create strong insights and positions on software and cloud pricing and contracting, focusing on SAP and, ideally, other major providers like Microsoft, AWS, and Oracle.
  • Write clear, actionable research documents.
  • Deliver high-quality advice through various media channels.
  • Predict developments in SAP Licensing, support clients in negotiation and vendor management, and guide vendors in market positioning.
  • Stay current with software, SaaS, and cloud licensing developments and related areas, such as application services agreements.
  • Provide timely peer review and mentorship to team members.
  • Participate in research community meetings and collaborate with peers.
  • Establish thought leadership in research positions across analyst teams.
  • Respond to client queries and deliver presentations in person or virtually.
  • Support the sales organization to retain and grow the business.

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.
  • 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 5 years in 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 required; Master’s degree preferred.
  • Willingness to travel occasionally (up to 25%), both regionally and globally.
Benefits
  • generous PTO
  • 401k match up to $7,200 per year
  • opportunity to purchase company stock at a discount
  • world-class benefits
  • highly competitive compensation
  • disproportionate rewards for top performers
  • flexible work arrangements

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
SAP Licensingnegotiationsoftware contractingcloud servicesSaaS contractingsoftware asset managementcategory managementvendor managementanalytical skillsbusiness acumen
Soft skills
written communicationpublic speakingverbal communicationmentorshipcollaborationthought leadershipproblem-solvingclient engagementcross-cultural teamworkpresentation skills
Certifications
Bachelor's degreeMaster's degree