Sr. Director, Analyst

Gartner seeks a Senior Director Analyst to provide Business and Technology Insights services to global clients in Sourcing, Procurement, and Vendor Management. The role will focus on public cloud optimization and transformation services (PCOTS), requiring knowledge and experience in sourcing Amazon Web Services (AWS), Microsoft Azure Cloud, and Oracle Cloud Infrastructure services. You will leverage your extensive industry experience to guide clients through their buying journeys for complex IT services, helping them navigate evolving cloud strategies, optimize costs, and achieve transformational business outcomes. In addition to the knowledge specific to the cloud market, this position requires experience in sourcing other IT infrastructure services, such as data center outsourcing, managed security services, and digital workplace services. Additional data and analytics experience and sourcing application services would be a plus.

The candidate will advise Gartner clients on negotiating and administering high-value, multiyear contracts with key cloud vendors such as AWS, Azure, Oracle, and other IT Infrastructure services. This involves leveraging a data-driven approach, combining forecasts derived from internal usage metrics with market intelligence, to secure favorable pricing, flexible commitment terms, and robust service level agreements.

As a Senior Director, Analyst focusing on Public Cloud Sourcing, you will:

• Research and Thought Leadership: Create innovative, thought-provoking, and highly leveraged "must-have research" content to help sourcing and CxO clients achieve required business outcomes from Outsourced IT Services. Demonstrate thought leadership in establishing provocative and pragmatic research positions, collaborating across a team of analysts.

• Advisory Services: Provide high-quality, actionable advice through various media (written responses, presentations, webinars, or inquiry calls). Guide clients in selecting providers for application-led, cloud-native transformation projects and ongoing public cloud managed services.

• Sourcing Strategy and Negotiation: Advise Gartner clients on leading end-to-end sourcing projects for public cloud services. Formulate and implement comprehensive sourcing strategies focused on public cloud services, identifying best-fit solutions among cloud providers. Advise clients on leading negotiations for multiyear contracts, ensuring favorable pricing, volume discounts, flexible commitment terms, and optimal service level agreements (SLAs).

• Contract Management and Risk Mitigation: Advise clients on negotiating optimal contract terms, focusing on cost optimization, vendor performance, and risk mitigation. Identify and address contractual risks such as overly rigid renewal terms, audit clauses, and unfavorable escalation of support fees. Support clients by reviewing client contracts for Outsourced IT Services, identifying gaps in the commercial terms or SLAs.

• Market Intelligence and Analysis: Continuously monitor trends in cloud service pricing, vendor discount programs, and contractual terms, using data sources and benchmark pricing information to drive negotiations.

Education and Experience

• Educational Background: A bachelor's degree in business administration, supply chain management, computer science, or a related field is required; a master's degree is preferred.

• Industry Experience: 15+ years of relevant field or industry experience gained either through a sourcing role or within a provider tendering and negotiating the delivery of IT services is required. At least three years of direct experience in IT procurement or strategic sourcing—specifically involving cloud contracts with hyperscale vendors like AWS and enterprise software vendors like Oracle—is also necessary.

• Negotiation Track Record: Proven experience negotiating high-value public cloud contracts, demonstrating success in leveraging competitive bidding and cost optimization strategies.

• Domain Knowledge: Deep knowledge of public cloud optimization and transformation services (PCOTS) is essential, including experience with cloud-native professional and managed services and utilization of hyperscale cloud infrastructure (AWS, Azure, GCP, OCI). Oracle workload expertise (e.g., PeopleSoft, JD Edwards, E-Business Suite) is preferred.

Required Skills and Analyst Capabilities

The ideal candidate must demonstrate the capabilities required for a Senior Director Analyst:

• The passion, drive, and enthusiasm to help sourcing executives and CxO clients with their IT services sourcing initiatives.

• Intellectual agility to learn new topics and develop the necessary expertise to advise Gartner clients on best practices.

• Demonstrates domain and quantitative expertise: Ability to gather and analyze data to drive insights for new research. Work must reflect in-depth knowledge of the content area.

• Brings provocative, independent insights to ideation sessions, feeding into new research.

• Energized by the challenges of taking on client interactions that are not necessarily their primary coverage area, helping Gartner clients whenever possible.

• Ability to present to small or large audiences in different venues and settings. 

• Comfortable presenting in all settings—from 1:1 conversations to large group, cross-functional interactions. Including the ability to pick up a peer's presentation and deliver it successfully.

•  Effectively reframes client problems to identify root causes and potential solutions.

• Organizes Efficiently: Must be able to prioritize and manage workflow independently.

• Consistently keeps work on track to support the goals of the team/business.

• Collaborates Productively: Regarded as a thought-partner and coach across the practice, leveraging their peer network across Gartner Research to co-write and/or co-produce research.

• Takes feedback on board and applies it positively, constantly striving to improve.

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