Senior Director Analyst – Cloud Licensing, Commercial Negotiations

Gartner

Sr Director Analyst maximizing value from cloud licensing and commercial negotiations at Gartner. Leading insights on AWS, Azure, and GCP contracts with senior-level clients in a flexible remote role.

Posted 5/6/2026full-timeRemote • Texas • 🇺🇸 United StatesSenior💰 $172,000 - $202,500 per yearWebsite

Tech Stack

Tools & technologies

AWSAzureCloudGoogle Cloud Platform

About the role

Key responsibilities & impact

Develop thought-leading insights and advice on AWS, Microsoft Azure/M365, and Google Cloud Platform licensing and commercial negotiations.
Guide clients through major cloud contract events, renewals, cost optimization, and negotiation strategy.
Create innovative, high-value research content.
Develop new research ideas and actionable approaches to client cloud licensing and negotiation needs.
Analyze trends such as optimizing commercial strategies for multi-cloud environments, evaluating licensing models, identifying emerging market trends, and expanding the use of cloud marketplaces.
Evaluate client usage patterns to identify cost optimization levers and recommend negotiation strategies.
Develop in-depth analysis of client challenges.
Demonstrate thought leadership across cloud commercial management topics.
Research and predict cloud market trends.
Engage daily with senior-level clients.
Create and deliver presentation materials.
Support Research and Sales.
Provide peer review.
Build credibility as an industry expert.
Participate in innovation and research discussions.
Mentor junior team members.
Be client-centric and drive engagement.

Requirements

What you’ll need

Deep expertise in large enterprise AWS, Microsoft, and Google Cloud cloud negotiation and renewing of licensing contracts.
Experience with transacting software purchases through cloud market places.
Knowledge of global cloud market dynamics.
Excellent writing and presentation skills.
Experience with SaaS vendor negotiations.
Strong understanding of cloud adoption, FinOps, and digital transformation impacts.
Exceptional analytical skills.
Minimum of 10 years’ cloud licensing or negotiation experience.
Recent hands-on experience negotiating large cloud agreements.
Experience with compliance risk management.
Bachelor's degree required, graduate degree preferred.
Ability to work in a global team.
Strong organizational skills.
Learning-agile and effective in matrixed environments.
Willingness to travel up to 25%.

Benefits

Comp & perks

Generous PTO
401k match up to $7,200 per year
Opportunity to purchase company stock at a discount
Highly competitive compensation
Annual bonus plan or role-based sales incentive plan

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

AWSMicrosoft AzureGoogle Cloud Platformcloud negotiationlicensing contractsSaaS vendor negotiationscloud adoptionFinOpsdigital transformationcompliance risk management

Soft Skills

writing skillspresentation skillsanalytical skillsorganizational skillsclient-centricmentoringengagementthought leadershipinnovationlearning-agile

Certifications

Bachelor's degreegraduate degree