About the role:
Gartner Analysts are industry thought leaders who create must-have insights, market predictions and best practices for a broad range of world-leading organizations. A Sr Principal serves as an expert within Gartner’s Business and Technology Insights (BTI) group.
Utilizing research and analytical skills, a Sr Principal plays a role in producing pragmatic and provocative insights which Gartner clients consume and apply to propel their business toward key objectives.
They are a trusted source of advice for clients, reinforcing Gartner’s value every day by engaging them via in-person meetings, virtual meetings, sales support visits and Gartner conferences to discuss complex client challenges and offer appropriate recommendations.
Candidates must have current knowledge of ServiceNow’s commercial programs, contracting models, pricing, and discounting approaches as well as a vision for how ServiceNow licensing, and overall contracting and negotiations with large vendors, will evolve globally and regionally.
What you will do:
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 barriers or overall needs 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 trends and shifts to provide clients and vendors with actionable insights
Provide clients and prospects with actionable advice aligned to their designated content area 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 client-centric while actively seeking to help clients engage regularly and often with Gartner insights and interactions
What you will need:
Bachelor's degree or equivalent experience; Graduate degree preferred
8+ years of relevant field or industry experience
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.
Extensive, recent, hands-on experience negotiating with ServiceNow (within last 12 months).
Subject matter expertise in ServiceNow licensing with understanding of the negotiation process, software and cloud services market trends, the global landscape, and reseller ecosystem.
Experience with software license compliance risk assessment, management, and/or mitigation in a software audit context, particularly with ServiceNow, is desired.
Experience with other major vendors (e.g., AWS, Google, Salesforce, SAP, Oracle, or Microsoft) is desired.
Provide clients and prospects with compelling, actionable advice regarding their ServiceNow pricing and contracting needs, including negotiation strategies and ongoing vendor management, via virtual or face-to-face interactions.
Develop and publish innovative,…