Note: The job is a remote job and is open to candidates in USA. Gartner is a leading research and advisory company that provides insights and guidance to organizations worldwide. The Senior Director Analyst role focuses on public cloud sourcing and commercial strategy, helping clients navigate complex negotiations and optimize their cloud investments. This position requires strong leadership in advising clients on sourcing strategies, contract negotiations, and delivering actionable insights for long-term value realization.
Responsibilities
- Public Cloud Sourcing & Negotiation Leadership (Primary Focus)
- Advise clients on end-to-end sourcing strategies for public cloud services, including vendor evaluation, competitive positioning, and contract structuring
- Lead guidance on large, complex negotiations with AWS, Azure, GCP, and Oracle, focusing on:
- Pricing optimization and discount structures
- Flexible consumption and commitment models
- Commercial protection
- Help clients execute multi-year cloud agreements using data-driven insights based on usage forecasts and market benchmarks
- Cloud Commercial Strategy & Licensing Optimization
- Provide expert guidance on cloud licensing models, marketplace strategies, and commercial constructs
- Advise on renewals, cost optimization, and FinOps practices, identifying key levers to reduce spending and improve value realization
- Evaluate client usage patterns and consumption trends to inform negotiation strategy and commercial positioning
- Thought Leadership & Research
- Develop innovative, high-impact research and insights that shape enterprise cloud sourcing and commercial strategy
- Analyze and predict market trends, including pricing shifts, vendor incentives, and contracting practices
- Deliver provocative, actionable perspectives that help clients solve complex sourcing and commercialization challenges
- Client Engagement & Advisory
- Act as a trusted advisor to senior-level sourcing, procurement, and technology leaders
- Deliver guidance through 1:1 interactions, presentations, conferences, and advisory engagements
- Translate complex cloud and commercial concepts into clear, actionable recommendations
- Contract Strategy, Risk & Governance
- Advise on contract risk management, including audit exposure, renewal risks, and unfavorable terms
- Guide clients in building commercial governance frameworks for cloud agreements
- Apply insights on compliance and contractual protections to improve long-term outcomes
- Collaboration, Sales Support & Leadership
- Partner with research and sales teams to drive client engagement and business impact
- Contribute to peer review, research development, and innovation initiatives
- Mentor junior analysts and strengthen team expertise in cloud sourcing and commercial strategy
Skills
- 10–12+ years of experience in public cloud sourcing and procurement
- 10–12+ years of experience in cloud contract negotiation and vendor management
- 10–12+ years of experience in enterprise cloud licensing and commercial strategy
- Proven track record negotiating many high-value agreements with AWS, Azure, GCP, or Oracle
- Deep expertise in cloud pricing and discount constructs
- Deep expertise in multi-cloud commercial strategies
- Deep expertise in SaaS and cloud marketplace transactions
- Strong commercial acumen and negotiation expertise
- Ability to analyze complex data and translate into actionable insights
- Excellent written, presentation, and client communication skills
- Executive presence with ability to influence C-level stakeholders
- Bachelor's degree or equivalent experience
- Willingness to travel up to 25%
- Advanced degree preferred
- Knowledge of cloud adoption, FinOps, and digital transformation trends
- Experience managing risk, compliance, and governance in cloud contracts
- Ability to operate effectively in global, matrixed environments
Benefits
- An annual bonus plan based on company and individual performance
- A role-based, uncapped sales incentive plan
- Generous PTO
- A 401k match up to $7,200 per year
- The opportunity to purchase company stock at a discount
- 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
Company Overview
Gartner provides fact-based consulting services, helping clients use and manage IT to enhance business performance. It was founded in 1979, and is headquartered in Stamford, Connecticut, USA, with a workforce of 10001+ employees. Its website is http://www.gartner.com.Company H1B Sponsorship
Gartner has a track record of offering H1B sponsorships, with 10 in 2026, 51 in 2025, 43 in 2024, 60 in 2023, 66 in 2022, 96 in 2021, 71 in 2020. Please note that this does not guarantee sponsorship for this specific role.