Director, Analyst, Workday Contract Negotiations & Licensing

Gartner • Irving, TX

11h • $148,000 - $175,500 • Remote

About The Position

Gartner’s Business and Technology Insights (BTI) group is seeking a Director to serve as an expert on Workday commercial programs, contracting and pricing models, discounting approaches, go-to-market practices, sales, and negotiation strategies. The Director produces pragmatic, provocative, and actionable research and insights that help Gartner clients address complex challenges and negotiate favorable Workday SaaS deals.

The role involves researching and forecasting market trends, developing and publishing high-impact insights, advising clients through virtual and in-person interactions, and presenting at Gartner events, industry conferences, and client briefings. The Director also supports sales and Insights teams, contributes to research agendas and process improvements, collaborates with analyst peers, provides timely peer feedback, and mentors junior team members. The position is listed as remote, with travel of up to 25% where applicable.

Requirements

• Bachelor’s degree or equivalent experience.
• At least 10 years of relevant field or industry experience.
• At least 7 years of work experience in SaaS/software contract negotiations, technology procurement, category management, vendor management, or software asset management within a buying organization, outsourcer, consulting firm, or reseller.
• Extensive, recent, hands-on experience negotiating with Workday within the last 12 months.
• Subject matter expertise in Workday licensing, including the negotiation process, software and cloud services market trends, the global landscape, and the reseller ecosystem.
• Strong organizational skills and the ability to work under tight deadlines while producing high-quality deliverables.
• Excellent research and writing ability.
• Strong written and verbal communication, analytical, and presentation skills, including the ability to engage clients and respond effectively to questions.
• Ability to analyze and synthesize data, apply patterns and frameworks, and draw and defend conclusions regarding client challenges.
• Ability to explain complex concepts concisely and simply.
• Subject expertise and comfort presenting at large- and small-scale speaking engagements.
• Strong business and financial acumen.
• Deep knowledge of the global and competitive landscape within the subject area and the interplay in that market.
• Ability to work independently and collaborate across teams in a multicultural, global environment.
• Learning agility and ability to navigate highly matrixed environments.
• Ability to represent Gartner’s research methodology and strategies effectively at all levels.
• Willingness and ability to travel up to 25% where applicable.

Nice To Haves

• Graduate degree preferred.
• Experience with software license compliance risk assessment, management, or mitigation in a software audit context, particularly involving Workday.
• Experience negotiating with other major vendors such as AWS, Google, Salesforce, SAP, Oracle, or ServiceNow.

Responsibilities

• Create innovative, thought-provoking, high-leverage insights on Workday.
• Develop thought leadership and actionable approaches that help clients negotiate favorable Workday SaaS deals.
• Analyze clients’ barriers and needs, identify root causes, and shape negotiation strategies.
• Establish Insights positions across a team of analysts and bring independent ideas to Gartner leaders to influence research agendas.
• Research, analyze, and forecast market trends and shifts, including trends in software, SaaS, and cloud licensing.
• Provide actionable advice to clients and prospects through virtual or face-to-face interactions.
• Create and deliver presentations for Gartner events, industry and professional association conferences, and client briefings.
• Support BTI and Sales by serving as the voice of the market and helping create content and drive client engagement.
• Provide timely, high-quality content feedback to peers.
• Represent Gartner insights, methodology, and strategy as an industry expert.
• Participate in innovation, ideation, and research discussions and collaborate with the Insights community.
• Identify and develop research process improvements that support excellent service delivery.
• Mentor and coach more junior team members.
• Help clients regularly engage with Gartner insights and interactions.
• Publish insights on software pricing and contracting, especially Workday, through research articles, webinars, events, and client briefings.
• Advise clients on Workday pricing, contracting, negotiation strategies, and ongoing vendor management.

Benefits

• Generous paid time off (PTO).
• 401(k) match up to $7,200 per year.
• Opportunity to purchase company stock at a discount.
• Annual bonus plan based on company and individual performance or a role-based, uncapped sales incentive plan, as applicable.
• Market-leading benefit programs.
• Hybrid work environment with flexibility to work virtually when productive and connect with colleagues in person.

What This Job Offers

• Job Type: Full-time
• Career Level: Director