Gartner · 3 weeks ago
Director Analyst - Sourcing, Contracts and Negotiations – Digital Experience Platforms/Adobe (Remote: North America)
United States
Full-time
Remote
Lead/Staff
$148K/yr - $176K/yr
12+ years expGartner is a leading global research and advisory company that provides actionable business and technology insights. This Director role focuses on sourcing, contracts, and negotiations for enterprise Digital Experience Platforms, particularly within the Adobe ecosystem, serving as a trusted advisor to clients and producing influential research and market analysis to support strategic decisions. The position involves leadership within Gartner’s Business and Technology Insights group, delivering thought leadership, client engagement, and mentoring junior team members.
Artificial Intelligence (AI)Professional ServicesConsultingEnterprise SoftwareInformation TechnologyBusiness DevelopmentGenerative AI
Responsibilities
Create innovative, thought provoking, and highly leveraged “must-have insights” content
Develop new insights and ideas through thought leadership and offer compelling, actionable approaches to client's needs and requests that accelerate the client's ability to act
Develop in-depth analysis to identify the root cause of a client’s sourcing, contracting, licensing, negotiation or vendor management barriers and reframe thinking to drive strategy forward
Demonstrate thought leadership in establishing Insights positions across a team of analysts
Bring provocative, independent insights to Gartner leaders that can evolve the course of a research agenda
Research, analyze and predict market, pricing, licensing and commercial negotiation trends to provide clients and vendors with actionable sourcing and contract insights
Provide clients and prospects with actionable advice aligned to sourcing strategy, contract structure, negotiation planning, licensing optimization and Digital Experience Platform commercial decision making 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
Support BTI and Sales: Provide sales support serving as voice of the market to help Insights teams create content and to drive engagement with clients to make progress against their critical priorities to grow their business
Provide high quality and timely content peer review
Build credibility as an industry expert to represent Gartner insights, methodology and strategy
Actively participate in innovation, ideation, and research discussions and collaborate effectively 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 a 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
Qualification
Required
Bachelor's degree or equivalent experience; Graduate degree preferred
12+ years of relevant field or industry experience
8+ years of experience as a sourcing, contracts and negotiations leader across SaaS/software contract negotiations, technology procurement, category management, vendor management and software asset management within buying organizations, consulting firms, outsourcers or reseller environments. Proven track record leading strategic sourcing initiatives for enterprise Digital Experience Platforms (DXP) and marketing technology investments with a focus on Adobe
5+ years of hands-on experience on negotiating multi-million-dollar software, SaaS, and services agreements across the Adobe ecosystem, including Adobe Experience Platform (AEP), Adobe Experience Manager (AEM), Marketo, and Adobe Target
Subject matter expertise in Adobe commercial licensing, enterprise contracting and negotiation strategy, including Enterprise Term License Agreements (ETLAs), VIP/VIP Marketplace subscriptions, Master Services Agreements (MSAs), Order Forms, Statements of Work (SOWs), Service Level Agreements (SLAs), and/or Data Processing Agreements (DPAs). Deep understanding of Digital Experience Platform (DXP) commercial models, Adobe Experience Cloud products, licensing optimization, software governance, contract risk, pricing leverage and strategic supplier negotiations
Trusted advisor to Procurement, Finance, Legal, sourcing and business stakeholders, driving vendor consolidation, commercial optimization, contract governance, negotiation strategy and improved governance across technology portfolios
Executive presence; able to immediately establish credibility with executives and additional stakeholders
Strong organizational skills; ability to work under tight deadlines and produce high quality deliverables
Demonstrable 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 effectively apply patterns and frameworks while drawing and defending conclusions to client challenges
Strong communication skills - able to explain complex concepts concisely and simply
Subject matter expertise; comfortable presenting at large and small-scale speaking engagements
Strong business and financial acumen
Deep knowledge of the global and competitive landscape within subject area as well as the interplay in that market
Ability to work independently, while also 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)
Preferred
Experience in negotiating with and managing other major vendors (e.g., AWS, Google, Salesforce, SAP, Oracle, or ServiceNow) is desired
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
Hybrid work environment with flexibility and support for virtual work and community engagement
Company
Gartner
Gartner provides fact-based consulting services, helping clients use and manage IT to enhance business performance.
10001+ employees
H1B Sponsorship
Gartner has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
11%
Represents job field similar to this job
Management and Executive
Engineering and Development
Product Management
Sales
Accounting and Finance
Customer Service and Support
Marketing
Human Resources
Education and Training
Creatives and Design
Trends of Total Sponsorships
*2026 (15)
2025 (51)
2024 (43)
2023 (60)
2022 (66)
2021 (96)
2020 (71)
Funding
Current Stage
Public CompanyTotal Funding
$800M2025-11-13Post Ipo Debt· $800M
1993-10-15IPO
Leadership Team
Cliff Gilley
Vice-President Research Analyst : Startup/Growth CEO
Eugene Hall
CEO
Recent News
Morningstar.com
2026-08-04
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