Gartner

Senior Principal, Analyst

Gartner

full-time

Posted on:

Origin:  • 🇺🇸 United States

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Salary

💰 $105,000 - $140,000 per year

Job Level

Senior

Tech Stack

AWSCloudGoogle Cloud PlatformOracleServiceNow

About the role

  • You will develop leading insights and advice on Microsoft Licensing for our Sourcing, Procurement, and Vendor Management clients, as well as IT leaders.
  • You'll share your expertise through published research, client conversations, presentations, teleconferences, and meetings.
  • Up-to-date knowledge of Microsoft’s commercial programmes, contracting models, pricing, and discounting is essential, along with a vision for how Microsoft Licensing and mega vendor negotiations will evolve globally and regionally.
  • 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 Microsoft and, ideally, other major providers like AWS and GCP.
  • Write clear, actionable research documents.
  • Deliver high-quality advice through various media channels.
  • Predict developments in Microsoft 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 organisation to retain and grow the business.

Requirements

  • Deep expertise in Microsoft Licensing, including negotiation and trends in software and cloud services.
  • Knowledge of the global market and Microsoft’s competitive landscape with resellers.
  • Excellent written skills, publishing and writing; a plus.
  • Strong verbal communication skills and public speaking.
  • Experience with other major software vendors and cloud providers like Google, Salesforce, SAP, Oracle, or ServiceNow.
  • 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; strong business and financial acumen.
  • Minimum of 5 years in SaaS/Cloud contract negotiations, technology procurement, category management, vendor management, or software asset management—within a buyer organisation, outsourcer, consultancy, or reseller.
  • Recent hands-on experience negotiating with Microsoft (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 Microsoft.
  • Bachelor's degree or equivalent experience required; Master’s degree preferred.
  • Willingness to travel occasionally (up to 25%), both regionally and globally.