Role details
About the role: Gartner Analysts are industry thought leaders who create must-have insights, market predictions and best practices for a broad range of world-leading organizations.This Director role is focused on sourcing, contracts and negotiations for enterprise Digital Experience Platforms, with deep emphasis on the Adobe ecosystem.A Director serves as a leader within Gartner ’s Business and Technology Insights (BTI) group, using research, commercial expertise and analytical skills to produce pragmatic and provocative insights that clients consume and apply to advance key business objectives. They are a trusted source of advice for clients, helping procurement, finance, legal, sourcing and business stakeholders navigate complex supplier decisions,contract structures, licensing models and negotiation strategiesthrough in-person meetings, virtual meetings, sales support visits and Gartner conferences. Whatyou willdo: Create innovative, thought provoking, and highly leveraged “must-haveinsights” content Develop newinsightsand ideas through thought leadership and offer compelling, actionable approaches to client's needs and requests that accelerate the client's ability to act Develop in-depth analysis to identify the root cause of a client’ssourcing, contracting, licensing, negotiation or vendor managementbarriers and reframe thinking to drive strategy forward Demonstrate thought leadership in establishingInsightspositions across a team of analysts Bring provocative, independent insightsto Gartner leaders that can evolve the course of a research agenda Research, analyze and predict market, pricing, licensing and commercial negotiationtrends to provide clients and vendors with actionablesourcing and contractinsights Provide clients and prospects with actionable advice aligned tosourcing strategy, contract structure, negotiation planning, licensing optimization and Digital Experience Platform commercial decision makingvia virtual or face-to-face interactions Create and deliver high value presentation materials on and off stage for Gartner events, industry and professional association conferences, and client briefings SupportBTIand Sales: Provide sales support serving as voice of the market to helpInsightsteams create content and to drive engagement with clients to make progress against their critical priorities to grow their business Provide high quality and timely content peer review Build credibility as an industry expert to represent Gartner insights, methodology and strategy Actively participate in innovation, ideation, and research discussions and collaborate effectively with peers in theInsightscommunity Identify research process improvements or develop new processes that help the team andBTI provideexcellent service delivery Bea mentor and a coach by supporting more junior team members Be client-centric while actively seeking to help clients engage regularly and often with Gartner insightsand interactions What you will need: Bachelor's degree or equivalent experience; Graduate degree preferred 12+ years of relevant field or industry experience 8+ years of experience as a sourcing, contracts and negotiations leader across SaaS/software contract negotiations, technology procurement, category management, vendor management and software asset management within buying organizations, consulting firms, outsourcers or reseller environments. Proven track record leading strategic sourcing initiatives for enterprise Digital Experience Platforms (DXP) and marketing technology investments with a focus on Adobe. 5+ years of hands-on experience on negotiating multi-million-dollar software, SaaS, and services agreements across the Adobe ecosystem, including Adobe Experience Platform (AEP), Adobe Experience Manager (AEM), Marketo, and Adobe Target. Subject matter expertise in Adobe commercial licensing, enterprise contracting and negotiation strategy, including Enterprise Term License Agreements (ETLAs), VIP/VIP Marketplace subscriptions, Master Services Agreements (MSAs), Order Forms, Statements of Work (SOWs), Service Level Agreements (SLAs), and/or Data Processing Agreements (DPAs). Deep understanding of Digital Experience Platform (DXP) commercial models, Adobe Experience Cloud products, licensing optimization, software governance, contract risk, pricing leverage and strategic supplier negotiations. Trustedadvisorto Procurement, Finance, Legal, sourcing and business stakeholders, driving vendor consolidation, commercial optimization, contract governance, negotiation strategy and improved governance across technology portfolios. Experience innegotiating with and managingother major vendors (e.g.,AWS, Google, Salesforce, SAP, Oracle, or ServiceNow) is desired. Executive presence;able toimmediately establish credibility with executives and additional stakeholders Strong organizational skills; ability to work under tight deadlines and produce high quality deliverables Demonstrableexcellence in research and writing