Sr Principal Analyst - SAP Licensing (Remote: Canada)

About the Role

You will develop leading insights and advice on SAP Licensing for our Sourcing, Procurement, and Vendor Management clients, as well as IT leaders. You'll share your expertise through published research, client conversations, presentations, teleconferences, and meetings. Up-to-date knowledge of SAP’s commercial programs, contracting models, pricing, and discounting is essential, along with a vision for how SAP Licensing and mega vendor negotiations will evolve globally and regionally.

Main Responsibilities

• Engage daily with senior-level clients via phone, video conference, on stage at Gartner events, or face-to-face meetings—helping them solve complex challenges and improve business outcomes.

• Research markets, practices, and trends, producing written insights for Gartner clients.

• Create strong insights and positions on software and cloud pricing and contracting, focusing on SAP and, ideally, other major providers like Microsoft, AWS, and Oracle.

• Write clear, actionable research documents.

• Deliver high-quality advice through various media channels.

• Predict developments in SAP Licensing, support clients in negotiation and vendor management, and guide vendors in market positioning.

• Stay current with software, SaaS, and cloud licensing developments and related areas, such as application services agreements.

• Provide timely peer review and mentorship to team members.

• Participate in research community meetings and collaborate with peers.

• Establish thought leadership in research positions across analyst teams.

• Respond to client queries and deliver presentations in person or virtually.

• Support the sales organization to retain and grow the business.

Qualifications and Skills Needed

• Deep expertise in SAP Licensing, including negotiation and trends in software and cloud services.

• Knowledge of the global market and SAP’s competitive landscape with resellers.

• Excellent written skills, experience in publishing and a passion for writing is a plus.

• Strong verbal communication skills and public speaking is desired.

• Experience with other major software vendors and cloud providers like Microsoft, Google, Salesforce, Oracle, or ServiceNow is preferred.

• Keen understanding of how technology and business trends affect software and SaaS contracting and costs.

• Ability to work effectively in a multicultural, global team.

• Exceptional analytical skills, applying models and patterns to draw and defend conclusions; strong business and financial acumen is required.

• Minimum of 5 years in SaaS/Cloud contract negotiations, technology procurement, category management, vendor management, or software asset management—within a buyer organization, outsourcer, consultancy, or reseller.

• Recent hands-on experience negotiating with SAP (within the last 12 months), with preference for larger, complex deals.

• Strong background negotiating with other major software vendors and cloud providers.

• Experience with compliance risk assessment and management in software audits, especially with SAP, is an advantage.

• Bachelor’s degree or equivalent experience required; Master’s degree preferred.

• Willingness to travel occasionally (up to 25%), both regionally and globally.

#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 21,000 associates globally who support ~14,000 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.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 96,800 CAD - 111,000 CAD. Please note that actual salaries may vary within 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 paid time off policy, charity match program, and more. This posting is for a future vacancy.
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