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Senior Principal, Analyst - Oracle Negotiations & Trends In Licensing (Remote: Canada)
Company | Gartner |
Address | Ottawa, Ontario, Canada |
Employment type | FULL_TIME |
Salary | |
Category | IT Services and IT Consulting,Information Services,Research Services |
Expires | 2023-07-25 |
Posted at | 11 months ago |
About The Software & Cloud Negotiation Practice
- Drive client demand through client engagements and by presenting at Gartner conferences.
- Assist the Sales organization in selling to prospects and retaining existing clients by demonstrating high-impact, tailored insight.
- Lead a body of research and be recognized in the industry as a subject matter expert to develop a following
- Proactively support other internal stakeholders across relevant research key initiatives and on client calls
- Cover the specified area as well as applicable adjacent areas, while maintaining a view across a broad spectrum of the market to produce thought-leading, impactful, analytically-deep, fact-based research. Remain ahead of the curve on developments within these specified areas, as well as applicable adjacent areas
- Create materials for clients to deliver in person, via video conference or webinar and event presentations
- Support more junior team members’ development through mentorship and coaching
- Lead or participate in research meetings to discuss research issues and collaborate effectively with peers in a diverse, multicultural global team
- Be relaxed- and adept in engaging C-Level executives competently and convincingly while establishing- and growing a strong, trusting relationship
- Analyze on-premises / cloud proposals and guiding buyers with corresponding negotiation strategy, pricing and contracting
- Maintain a high client focus with a view to progressively and relentlessly improving the customer experience for Gartner clients
- Help drive proactive engagement and help clients/prospects make progress against their critical priorities to grow their business
- Demonstrate thought leadership in establishing research positions across teams of analysts
- Deal effectively with the media
- Create and deliver high value presentations and other materials for Gartner conferences and for small groups of clients and/or prospects
- Provide high quality and timely research internal review
- Conduct innovative, fact-based, must-have research and analysis around client key initiatives and specific areas of expertise targeting client’s most pressing objectives
- Bachelor's degree or equivalent experience; Graduate degree preferred
- Exceptional coaching, influencing and leadership skills
- Ability to work independently and collaboratively, supporting the workflow of others, in a diverse, multicultural global team
- Strong written and verbal interaction; ability to engage clients and respond effectively to questions. Ability to distill and explain complex ideas articulately, succinctly and effectively
- Subject matter expert comfortable with presenting at large- and small-scale speaking engagements
- Strong project planning / management / organizational skills; ability to work under tight deadlines and produce high quality material
- 8-10 years experience. Minimum 5 years of relevant field- or industry experience
- Strong market research skills, proven in a procurement, asset management or negotiator role
- Innate curiosity and interest in related fields.
- Strong business and financial acumen
- Demonstrates executive presence; can immediately establish credibility with executives and additional stakeholders in strategic procurement
- Flexible thinker adept at change and experienced navigating highly matrixed environments
- Recent hands-on negotiation experience, at minimum with Oracle (= within last 12 months). Experience with larger, complex solutions (software and services) deal negotiation experience is preferred.
- Excellent presentation skills. Ability to perform well on-stage as well as in smaller groups, face to face
- Experience with negotiation strategies, software license compliance risk assessment, management and/or mitigation in software audit context, particularly with Oracle, but also generally, is a plus
- Exceptional analytical skills; ability to apply conceptual models, recognizing patterns and drawing and defending conclusions. Proficient in analyzing and synthesizing data; can effectively apply patterns and frameworks to client challenges and demonstrate learning agility
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