About The Position
Are you passionate about maximizing value from large negotiations with Amazon Web Services (AWS), Microsoft (Azure/M365), and Google Cloud Platform (GCP) contract and licensing? Do you thrive in helping organizations navigate complex commercial structures, high-value negotiations, and multi-cloud strategy? If so, this role gives you the platform to share deep expertise with senior-level business and technology leaders while influencing enterprise cloud strategy at scale. Why Is This Role a Great Fit for You: You thrive in a collaborative, intellectually rigorous environment that values expert insights, bold ideas, and strong commercial instincts. You stay curious constantly scanning the market to understand cloud vendor licensing models, contracting trends, and negotiation levers. You enjoy influencing outcomes by providing independent, fact-based, and actionable guidance. You value integrity, objectivity, and creativity in solving complex licensing and cost-optimization challenges. You want to broaden your impact by shaping cloud strategy for enterprises across industries. About the role: You will develop thought-leading insights and advice on AWS, Microsoft Azure/M365, and Google Cloud Platform licensing and commercial negotiations. You’ll guide clients through major cloud contract events, renewals, cost optimization, and negotiation strategy. This includes publishing research, delivering presentations, advising through client interactions, and collaborating with peers to advance market understanding.
Requirements
- 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%.
Responsibilities
- 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.
Benefits
- Gartner offers world-class benefits, highly competitive compensation and disproportionate rewards for top performers.
- In our hybrid work environment, we provide the flexibility and support for you to thrive — working virtually when it's productive to do so and getting together with colleagues in a vibrant community that is purposeful, engaging and inspiring.
- Gartner believes in fair and equitable pay.
- A reasonable estimate of the base salary range for this role is 172,000 USD - 202,500 USD.
- In addition to base salary, employees will participate in either an annual bonus plan based on company and individual performance, or a role-based, uncapped sales incentive plan.
- We also offer market leading benefit programs including generous PTO, a 401k match up to $7,200 per year, the opportunity to purchase company stock at a discount, and more.
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What This Job Offers
Job Type
Full-time
Career Level
Director
