Director, Analyst, Workday Contract Negotiations & Licensing

Overview

Gartner Analyst role within the Business and Technology Insights (BTI) group, focused on Workday contract negotiations, pricing, and licensing. The Director produces must-have insights and provides client advice and sales support on Workday SaaS deals.

What you'll do

• Create innovative, thought-provoking "must-have insights" on Workday.
• Develop new insights and ideas through thought leadership and offer actionable approaches to client needs that accelerate favorable Workday SaaS deals.
• Develop in-depth analysis to identify the root cause of client barriers or needs and reframe thinking to drive negotiation strategies forward.
• Demonstrate thought leadership in establishing Insights positions across a team of analysts.
• Bring provocative, independent insights and ideas to Gartner leaders that can evolve the course of a research agenda.
• Research, analyze and predict market trends and shifts to provide clients and vendors with actionable insights.
• Provide clients and prospects with actionable advice aligned to their designated content area 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.
• Provide sales support, serving as voice of the market to help Insights teams create content and drive client engagement.
• Provide high-quality and timely content peer feedback.
• Build credibility as an industry expert to represent Gartner insights, methodology and strategy.
• Actively participate in innovation, ideation, and research discussions and collaborate 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 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'll need

• Bachelor's degree or equivalent experience.
• 10+ years of relevant field or industry experience.
• 7+ years of work 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, with understanding of the negotiation process, software and cloud services market trends, the global landscape, and reseller ecosystem.
• Current knowledge of Workday's commercial programs, contracting and pricing models, and discounting approaches, and an understanding of Workday's go-to-market, sales and negotiation strategies.
• Demonstrate executive presence; can immediately establish credibility and gain trust with senior executives and other stakeholders.
• Strong organizational skills; ability to work under tight deadlines and produce high-quality deliverables.
• Demonstrate 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 apply patterns and frameworks while drawing and defending conclusions to client challenges.
• Strong communication skills; able to explain complex concepts concisely and simply.
• Subject expertise; comfortable presenting at large and small-scale speaking engagements.
• Strong business and financial acumen.
• Deep knowledge of the global and competitive landscape within the subject area and the interplay in that market.
• Ability to work independently while 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).

Nice to have

• Graduate degree.
• Experience with software license compliance risk assessment, management, and/or mitigation in a software audit context, particularly with Workday.
• Experience negotiating with other major vendors (e.g., AWS, Google, Salesforce, SAP, Oracle, or ServiceNow).

Details

• Location: Remote - United States.
• Hybrid work environment: virtual work when productive, with get-togethers with colleagues.
• Travel: up to 25% (where applicable).
• Base salary range: 148,000 USD - 175,500 USD, plus eligibility for an annual bonus plan or uncapped sales incentive plan.