Director Analyst - Sourcing, Contracts and Negotiations – Digital Experience Platforms/Adobe (Remote: North America)

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 strategies through in-person meetings, virtual meetings, sales support visits and Gartner conferences. 

What you will do:  

• Create innovative, thought provoking, and highly leveraged “must-have insights” content 

• Develop new insights and 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’s sourcing, contracting, licensing, negotiation or vendor management barriers and reframe thinking to drive strategy forward  

• Demonstrate thought leadership in establishing Insights positions across a team of analysts 

• Bring provocative, independent insights to Gartner leaders that can evolve the course of a research agenda 

• Research, analyze and predict market, pricing, licensing and commercial negotiation trends to provide clients and vendors with actionable sourcing and contract insights  

• Provide clients and prospects with actionable advice aligned to sourcing strategy, contract structure, negotiation planning, licensing optimization and Digital Experience Platform commercial decision making via 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  

• Support BTI and Sales: Provide sales support serving as voice of the market to help Insights teams 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 the Insights community 

• Identify research process improvements or develop new processes that help the team and BTI provide excellent service delivery 

• Be a 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 insights and 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.  

• Trusted advisor to Procurement, Finance, Legal, sourcing and business stakeholders, driving vendor consolidation, commercial optimization, contract governance, negotiation strategy and improved governance across technology portfolios.  

• Experience in negotiating with and managing other major vendors (e.g., AWS, Google, Salesforce, SAP, Oracle, or ServiceNow) is desired. 

• Executive presence; able to immediately establish credibility with executives and additional stakeholders 

• Strong organizational skills; ability to work under tight deadlines and produce high quality deliverables 

• Demonstrable excellence in research and writing ability 

• Strong written and verbal proficiency, analytical and presentation skills; ability to engage clients and respond effectively to questions  

• Proficient in analyzing and synthesizing data; can effectively apply patterns and frameworks while drawing and defending conclusions to client challenges 

• Strong communication skills - able to explain complex concepts concisely and simply  

• Subject matter expertise; comfortable presenting at large and small-scale speaking engagements  

• Strong business and financial acumen  

• Deep knowledge of the global and competitive landscape within subject area as well as the interplay in that market 

• Ability to work independently, while also being intrinsically motivated to collaborate across teams and support the workflow of others, in a multicultural global team 

• Learning agile and adept with navigating 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) 

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