Note: The job is a remote job and is open to candidates in USA. Gartner is a leading company that provides insights and best practices for organizations worldwide. The Senior Director Analyst will lead cloud sourcing and commercial strategy initiatives, guiding clients through complex negotiations and optimizing their cloud investments.
Responsibilities
- 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
- 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
- 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
- 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
- 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
- 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
- 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
- Bachelor's degree or equivalent experience
- Willingness to travel up to 25%
- Advanced degree preferred
Benefits
- Annual bonus plan based on company and individual performance
- Role-based, uncapped sales incentive plan
- Generous PTO
- 401k match up to $7,200 per year
- Opportunity to purchase company stock at a discount
Company Overview
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