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Senior Principal Analyst, Microsoft Licensing


Are you passionate about helping clients realise value when it comes to Microsoft licensing? Are you innately curious as to where this vendor is going as the world continues its digital evolution?  If so then Gartner needs you!  Gartner will provide you with a platform to share your voice and interact with senior level clients across the globe. Added bonus - you will work with some of the smartest and sharpest in the industry, in an intellectually stimulating environment.

What makes Gartner Research a GREAT fit for you?

  • You are a team player who values expert insights, bold ideas, and intellectual courage

  • You are always learning & looking to discover what’s next in technology licensing & contracting

  • You pursue personal excellence through team collaboration and consensus

  • You are analytical, have a passion for researching, and able to synthesize your findings into actionable, consumable insights.

  • You are innately curious about the future, and exploring the “What if?”

If this describes you, Gartner is looking for you! Gartner is an upbeat culture based on collaboration, teamwork, integrity, and objectivity that values creativity and innovation. As a Gartner analyst, you’ll not only help clients solve complex licensing challenges and deliver on their key initiatives, but you’ll also grow your career and the scope of your impact across industries. We work hard and take supporting our clients seriously — we reward success with exceptional opportunity.

About this role: 

This role creates thought leading Microsoft Licensing research and analysis for our Sourcing, Procurement and Vendor Management clients and other IT leaders through published research, conversations with clients (Inquiry), stage presentations, teleconferences, and client meetings. It is important that you have current knowledge of Microsoft’s commercial programs, contracting models, pricing, and discounting approaches as well as a vision for how Microsoft Licensing, and overall contracting and negotiations with mega vendors, will evolve worldwide and at a regional level. 

What you’ll do:

As a Gartner analyst you will meet with senior level clients every day: on the phone, in a video conference, from the stage at a Gartner event or face-to-face during a sales support visit. In every client interaction analysts help clients solve difficult puzzles that lead to better performance and business outcomes. To support these conversations you will research markets, practices and trends as well as produce written research for Gartner clients to leverage.


  • Conduct research and analysis in Software pricing and contracting, with a focus on Microsoft, and, ideally, other hyperscalers (AWS, GCP).

  • Deliver high quality actionable advice through a variety of media. 

  • Write high quality, clear, actionable, research documents. 

  • Predict how Microsoft Licensing will develop, help clients in their negotiation, vendor management processes and practices as well as assist vendors in overall market positioning.

  • Remain ahead of the curve on developments and issues within overall software, SaaS, and cloud licensing as well as applicable adjacent areas such as related application services agreements.

  • Provide high quality and timely internal research review and feedback.  Provide mentorship and support team members.

  • Lead or participate in research community meetings to discuss research issues and collaborate with peers.

  • Demonstrate thought-leadership in establishing research positions across a team of analysts.

  • Respond to client questions, create materials for and deliver to clients in person, via teleconference, video conference or webinar and event presentations.

  • Maintain Gartner’s industry leadership reputation by responding to press inquiries. 

  • Create and deliver high-value presentations at our events and in small groups of clients and/or prospects.

  • Proactively work with the wider sales organization and deliver outstanding sales support to retain and grow the business.

What you’ll need:

It helps to be obsessed with your topic! Gartner analysts are correctly viewed as THE experts. This means you need to know your markets, vendors, trends, management practices, etc. and be able to see the forest and the trees.  To join our team supporting Gartner clients you should have:

  • Subject matter expertise in Microsoft Licensing with the ability to demonstrate understanding of the negotiation and trends in the software and cloud services market. Knowledge of the global landscape, and the competitive interplay between Microsoft and their resellers is a plus. 

  • In addition to specific Microsoft commercial knowledge, experience with other large software vendors and cloud providers such as Google, Salesforce, SAP, Oracle or ServiceNow is desired.  This should be augmented by an understanding and curiosity about the larger business impact of new technology and business trends on software and SaaS contracting models and costs, and how these can be navigated successfully.

  • Ability to work on a multi-cultural global team.

  • Demonstrated superior analytical skills, applying conceptual models, recognizing patterns while drawing and defending conclusions. Strong business and financial acumen as well as analytical skills are required for this position.

  • Articulate and succinct communication skills. Experience publishing and speaking engagements is an advantage.

  • 8-10 years experience with a minimum of 5 years work experience in SaaS/ software contract negotiations, technology procurement, category management, vendor management or software asset management within a buying organization, outsourcer, consulting firm or reseller. 

  • Recent hands-on negotiation experience with Microsoft (within last 12 months). Larger, complex deal negotiation experience preferred.

  • Strong experience negotiating with other large software vendors and cloud providers.

  • Experience with software license compliance risk assessment, management and/or mitigation in a software audit context, particularly with Microsoft, but also generally, is a plus.

  • Bachelor's or equivalent experience, Master's degree preferred. 

  • Ability to conduct occasional travel (usually no more than 25%), regionally and globally.


Who are we?

At Gartner, Inc. (NYSE: IT), we deliver actionable, objective insight that drives smarter decisions and stronger performance on an organization’s mission-critical priorities. We’ve grown exponentially since our founding in 1979 and we're proud to have over 19,500 associates globally that support over 15,000 client enterprises in more than 100 countries.

What makes Gartner a great place to work?

Our teams are composed of individuals from different geographies, cultures, religions, ethnicities, races, genders, sexual orientations, abilities and generations. We believe that a diversity of experiences makes us stronger—as individuals, as communities and as an organization. That’s why we're recognized worldwide as a great place to work year after year. We've been recognized by Fortune as one of the World’s Most Admired Companies, named a Best Place to Work for LGBTQ Equality by the Human Rights Campaign Corporate Equality Index and a Best Place to Work for Disability Inclusion by the Disability Equality Index. Looking for a place to turn your big ideas into reality? Join #LifeAtGartner

What we offer:

Our people are our most valuable asset, so we invest in them from Day 1. When you join our team, you’ll have access to a vast array of benefits to help you live your life well. These resources are designed to support your physical, financial and emotional well-being. We encourage continued personal and professional growth through ongoing learning and development opportunities. Our employee resource groups, charity match and volunteer programs keep you connected to your internal Gartner community and causes that matter to you.

Gartner believes in fair and equitable pay. A reasonable estimate of the base salary range for this role is 105,000 USD - 140,000 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 affirmatively 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 .

Job Requisition ID:76047

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