Sr Director Analyst – Public Cloud Sourcing & Cloud Commercial Strategy (Remote: North America)

About the Role

Gartner Analysts are industry thought leaders who create must-have insights, market predictions, and best practices for leading organizations worldwide. A Senior Director Analyst serves as a key leader within Gartner’s Business and Technology Insights (BTI) group, establishing a credible and influential voice across the global cloud sourcing and commercialization landscape.

This role focuses on public cloud sourcing, commercial strategy, and complex contract negotiations, helping clients navigate high-value, multiyear agreements with hyperscale providers such as AWS, Microsoft Azure, Google Cloud Platform, and Oracle.

You will guide clients through their cloud investment lifecycle from sourcing strategy and vendor selection through negotiation, optimization, and renewal, delivering actionable, data-driven insights that improve cost, flexibility, and long-term value realization.

What You Will Do

1) 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:
  o Pricing optimization and discount structures
  o Flexible consumption and commitment models
  o Commercial protection

• Help clients execute multi-year cloud agreements using data-driven insights based on usage forecasts and market benchmarks

2) 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

3) 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
   

4) 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
   

5) 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
   

6) 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

What You Will Need

Experience & Expertise

• 10–12+ years of experience in:
  o Public cloud sourcing and procurement
  o Cloud contract negotiation and vendor management
  o Enterprise cloud licensing and commercial strategy

• Proven track record negotiating many high-value agreements with AWS, Azure, GCP, or Oracle

• Deep expertise in:

  o Cloud pricing and discount constructs

  o Multi-cloud commercial strategies

  o SaaS and cloud marketplace transactions

Core Capabilities

• 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

Additional Strengths

• 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

Education & Requirements

• Bachelor’s degree or equivalent experience; advanced degree preferred

• Willingness to travel up to 25%

#LI-Remote
#LI-SK1

Who are we?

At Gartner, Inc. (NYSE:IT), we guide the leaders who shape the world.

Our mission relies on expert analysis and bold ideas to deliver actionable, objective business and technology insights, helping enterprise leaders and their teams succeed with their mission-critical priorities.

Since our founding in 1979, we’ve grown to 20,000 associates globally who support over 13,000 client enterprises in ~90 countries and territories. We do important, interesting and substantive work that matters. That’s why we hire associates with the intellectual curiosity, energy and drive to want to make a difference. The bar is unapologetically high. So is the impact you can have here.

What makes Gartner a great place to work?

Our vast, virtually untapped market potential offers limitless opportunities – opportunities that may not even exist right now – for you to grow professionally and flourish personally. How far you go is driven by your passion and performance.

We hire remarkable people who collaborate and win as a team. Together, our singular, unifying goal is to deliver results for our clients.

Our teams are inclusive and composed of individuals from different geographies, cultures, religions, ethnicities, races, genders, sexual orientations, abilities and generations.

We invest in great leaders who bring out the best in you and the company, enabling us to multiply our impact and results. This is why, year after year, we are recognized worldwide as a great place to work.

Gartner is the world authority on AI

At Gartner, you’ll join a company at the very center of the AI revolution. Gartner has proactive, objective guidance throughout clients’ AI journeys. We set the standard for how organizations leverage artificial intelligence to drive meaningful impact. You’ll have access to unmatched resources, expertise, and technology, and play a key role in helping Gartner and our clients innovate and grow as we leverage AI to transform business and technology landscapes.

It’s an exciting time to be at Gartner, with limitless opportunities to make a real impact, grow your skills, and build a lasting, meaningful career in a field that’s reshaping the way we operate. If you’re passionate about AI and want to be part of a team that’s guiding the leaders who shape the world, Gartner is the place for you.

What do we offer?

Gartner offers world-class benefits, highly competitive compensation and disproportionate rewards for top performers.

In our hybrid work environment, we provide the 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.

Ready to grow your career with Gartner? Join us.

Gartner believes in fair and equitable pay. A reasonable estimate of the base salary range for this role is 172,000 USD - 202,500 USD. Please note that actual salaries may vary within the range, or be above or below the range, based on factors including, but not limited to, education, training, experience, professional achievement, business need, and location. In addition to base salary, employees will participate in either an annual bonus plan based on company and individual performance, or a role-based, uncapped sales incentive plan. Our talent acquisition team will provide the specific opportunity on our bonus or incentive programs to eligible candidates. We also offer market leading benefit programs including generous PTO, a 401k match up to $7,200 per year, the opportunity to purchase company stock at a discount, and more.

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.

Gartner is committed to being an Equal Opportunity Employer and offers opportunities to all job seekers, including job seekers with disabilities. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access the Company’s career webpage as a result of your disability. You may request reasonable accommodations by calling Human Resources at +1 (203) 964-0096 or by sending an email to [email protected].

Job Requisition ID:107056

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