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Director - Ibm/Redhat Licensing And Contract Negotiations Expert (Remote)
Company | Gartner |
Address | Ottawa, Ontario, Canada |
Employment type | FULL_TIME |
Salary | |
Category | IT Services and IT Consulting,Information Services,Research Services |
Expires | 2023-06-25 |
Posted at | 1 year ago |
When it comes to IBM products and services, are our clients overpaying? Taking on too much commercial risk? Struggling with increasing commercial complexity? If you are passionate about this topic, innately curious as to where this vendor is going as the world continues its digital evolution, and passionate about helping clients negotiate with this mega vendor, 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.
- Proactively work with the wider sales organization and deliver outstanding sales support to retain and grow the business
- Deliver high quality actionable advice through a variety of media
- Provide high quality and timely internal review and feedback on other analysts’ research
- Lead or participate in research community meetings to discuss research issues and collaborate with peers
- Conduct research and analysis in IBM and Red Hat software pricing, terms and condition, trends and contracting, with deep knowledge/experience negotiating IBM ELAs (ESSOs and SSSOs and OIOs)
- Help clients prepare for and negotiate IBM audits and audit settlements, specifically how to evaluate moving to IBM’s IASP program. Expertise in analyzing, negotiating, and incorporating audit settlements into a new or renegotiated IBM ELA.
- Help clients in their sourcing strategy, negotiation, vendor management processes and practices
- Write high quality, clear, actionable research
- Create and deliver high-value presentations at our events and to small groups of clients and/or prospects
- Provide mentorship and support to team members
- Demonstrate thought-leadership in establishing research positions across a team of analysts
- Remain ahead of the curve on developments and issues within overall software, SaaS, and cloud licensing
- Respond to client questions, create materials for and deliver to clients in person, via video conference or webinar and event presentations
- Predict the future of IBM and Red Hat license trends, new offerings, and new license and pricing models and metrics with a focus on IBM ELAs
- Maintain Gartner’s industry leadership reputation by responding to press inquiries
- Subject matter expertise in IBM and Red Hat licensing, pricing, and ELA models, with the ability to demonstrate an understanding of negotiation best practices and trends in the software and cloud services market. Plus would be specific expertise in forecasting demand for IBM mainframe and Passport Advantage (e.g. DB2, WebSphere legacy products and IBM Cloud Paks) ELA renewals.
- 10+ years work experience in software contract negotiations, technology procurement, category management, vendor management, software asset management within a buying organization, consulting firm or reseller
- Effective collaborator comfortable working across a multicultural and multigenerational global team
- Solid understanding of sourcing/procurement or vendor management best practices
- Bachelor's degree or equivalent commercial experience.
- Preference for wider IBM commercial expertise: e.g. IBM mainframe software models, specifically MLC Workload License Charge (WLC), one-time charge mainframe zOTC and VUE, and knowledge and expertise on IBM’s Tailored Fit Pricing (TFP) is strongly desired.
- Recent hands-on negotiation experience with IBM stand-alone Cloud Pak deals and IBM ELA renewals. Larger, complex ELA deal negotiation experience required.
- In addition to specific IBM/Red Hat commercial knowledge, experience with other mainframe software and SaaS vendors such as Broadcom, BMC, Software AG, and SAS Institute is a plus. 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
- Articulate and succinct communication skills. Publishing and speaking engagements are an advantage
- 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
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