Sr Director Analyst - Cloud Licensing & Commercial Negotiations (Remote: North A

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.

What will you do

• 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.

What you will need

• Deep expertise in large enterprise AWS, Microsoft, and Google Cloud negotiation and renewal of licensing contracts.
• Experience with transacting software purchases through cloud marketplaces.
• 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%.

The policy of Gartner is to provide equal employment opportunities to all applicants and employees without regard to race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status and to seek to advance the principles of equal employment opportunity.