Director, Analyst, Workday Contract Negotiations & Licensing

Gartner • Irving, TX

22d • Hybrid

About The Position

Gartner Analysts are industry thought leaders who create insights, market predictions, and best practices for organizations. As a Director in Gartner’s Business and Technology Insights group, you will use research and analytical skills to produce practical, provocative insights that clients can apply to business objectives. You will advise clients on complex challenges through in-person and virtual meetings, sales support visits, and Gartner conferences. This role requires current knowledge of Workday’s commercial programs, contracting and pricing models, discounting approaches, go-to-market strategy, sales, and negotiation approaches.

The Director will develop and publish high-impact insights on Workday pricing, licensing, and contracting; advise clients on negotiation strategies and vendor management; and research and forecast trends in software, SaaS, and cloud licensing. The role also contributes to Gartner’s research agenda, supports sales and client engagement, presents at events and briefings, collaborates with colleagues, improves research processes, and mentors junior team members. Travel may be required up to 25%.

Requirements

• Bachelor’s degree or equivalent experience.
• 10+ years of relevant field or industry experience.
• 7+ years of 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, global landscape, and reseller ecosystem.
• Ability to provide actionable client advice on Workday pricing, contracting, negotiation strategies, and vendor management.
• Ability to research, analyze, and forecast software, SaaS, and cloud licensing trends.
• Executive presence and ability to establish credibility and trust with senior executives and other stakeholders.
• Strong organizational skills and ability to work under tight deadlines while producing high-quality deliverables.
• Excellence in research and writing.
• Strong written and verbal communication, analytical, and presentation skills, including the ability to engage clients and respond effectively to questions.
• Proficiency in analyzing and synthesizing data, applying patterns and frameworks, and drawing and defending conclusions.
• Ability to explain complex concepts concisely and clearly.
• 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 in the subject area and the interplay within 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 with Workday.
• Experience negotiating with other major vendors such as AWS, Google, Salesforce, SAP, Oracle, or ServiceNow.

Responsibilities

• Create innovative, thought-provoking, highly leveraged insights on Workday.
• Develop new insights and actionable approaches that help clients negotiate favorable Workday SaaS deals.
• Analyze client barriers and needs, identify root causes, and reframe challenges to advance negotiation strategies.
• Establish thought leadership and insights positions across a team of analysts.
• Bring independent insights and ideas to Gartner leaders that can shape the research agenda.
• Research, analyze, and predict market trends and shifts to provide actionable insights to clients and vendors.
• Advise clients and prospects on Workday pricing, contracting, negotiation strategies, and ongoing vendor management through virtual or in-person interactions.
• Develop and publish insights on software pricing and contracting, especially Workday, through research articles, webinars, events, and client briefings.
• Create and deliver presentations for Gartner events, industry and professional association conferences, and client briefings.
• Support Insights teams and Sales by serving as a voice of the market and helping drive client engagement and progress against business priorities.
• 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 peers in the Insights community.
• Identify research process improvements or develop processes that improve service delivery.
• Mentor and coach more junior team members.
• Help clients engage regularly with Gartner insights and interactions.

Benefits

• World-class benefits and competitive compensation.
• Generous paid time off.
• 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.
• Hybrid work environment with flexibility to work virtually when productive.

What This Job Offers

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