Sr Principal Analyst - ServiceNow Contract Negotiations

About the role

Gartner is hiring a Senior Principal Analyst for its Business and Technology Insights (BTI) group, based in Sydney. The role centres on ServiceNow commercial programs, contracting models, pricing and discounting, and on delivering market insights and client advice on software licensing and negotiations with large vendors.

Key responsibilities

• Create innovative, thought-provoking insights and thought leadership on ServiceNow pricing, licensing and contracting
• Analyse client barriers and needs, and give actionable advice on vendor management and negotiation strategies
• Deliver presentations and content for Gartner events, conferences and client briefings
• Support BTI and sales as the voice of the market, and review content with peers
• Research and forecast trends in software, SaaS and cloud licensing
• Contribute to research, process improvement and innovation within the Insights team

Required profile

• Bachelor's degree or equivalent experience; graduate degree preferred
• 8+ years of relevant field or industry experience
• 5+ years in SaaS contract negotiations, technology procurement, category management, vendor management or software asset management
• Recent, hands-on experience negotiating with ServiceNow (within the last 12 months)
• Subject-matter expertise in ServiceNow licensing and the software/cloud services market, including audit and compliance risk assessment
• Experience with other major vendors such as AWS, Google, Salesforce, SAP, Oracle or Microsoft is desired
• Ability to travel up to 25% where applicable

Required skills

• Strong research, writing, analytical and presentation skills
• Excellent communication, data synthesis and business acumen
• Comfortable presenting at large and small events and working in a matrixed, multicultural team

The position is listed as remote, with a hybrid work environment.