Sr Director Analyst - Public Cloud Sourcing & Cloud Commercial Strategy (Remote: North America)

Gartner Analysts are industry thought leaders who create must-have insights, market predictions, and best practices for leading organizations worldwide. A Senior Director Analyst serves as a key leader within Gartner's Business and Technology Insights (BTI) group, establishing a credible and influential voice across the global cloud sourcing and commercialization landscape.

This role focuses on public cloud sourcing, commercial strategy, and complex contract negotiations , helping clients navigate high-value, multiyear agreements with hyperscale providers such as AWS, Microsoft Azure, Google Cloud Platform, and Oracle.

You will guide clients through their cloud investment lifecycle from sourcing strategy and vendor selection through negotiation, optimization, and renewal , delivering actionable, data-driven insights that improve cost, flexibility, and long-term value realization.

- Advise clients on end-to-end sourcing strategies for public cloud services, including vendor evaluation, competitive positioning, and contract structuring

- Lead guidance on large, complex negotiations with AWS, Azure, GCP, and Oracle, focusing on: o Pricing optimization and discount structures o Flexible consumption and commitment models o Commercial protection

- Help clients execute multi-year cloud agreements using data-driven insights based on usage forecasts and market benchmarks

- Provide expert guidance on cloud licensing models, marketplace strategies, and commercial constructs

- Advise on renewals, cost optimization, and FinOps practices , identifying key levers to reduce spending and improve value realization

- Evaluate client usage patterns and consumption trends to inform negotiation strategy and commercial positioning

- Develop innovative, high-impact research and insights that shape enterprise cloud sourcing and commercial strategy

- Analyze and predict market trends, including pricing shifts, vendor incentives, and contracting practices

- Deliver provocative, actionable perspectives that help clients solve complex sourcing and commercialization challenges

- Act as a trusted advisor to senior-level sourcing, procurement, and technology leaders

- Deliver guidance through 1:1 interactions, presentations, conferences, and advisory engagements

- Translate complex cloud and commercial concepts into clear, actionable recommendations

- Advise on contract risk management , including audit exposure, renewal risks, and unfavorable terms

- Guide clients in building commercial governance frameworks for cloud agreements

- Apply insights on compliance and contractual protections to improve long-term outcomes

- Partner with research and sales teams to drive client engagement and business impact

- Contribute to peer review, research development, and innovation initiatives

- Mentor junior analysts and strengthen team expertise in cloud sourcing and commercial strategy

- 10-12+ years of experience in: o Public cloud sourcing and procurement o Cloud contract negotiation and vendor management o Enterprise cloud licensing and commercial strategy

- Proven track record negotiating many high-value agreements with AWS, Azure, GCP, or Oracle

- Ability to analyze complex data and translate into actionable insights

- Excellent written, presentation, and client communication skills

- Executive presence with ability to influence C-level stakeholders

- Knowledge of cloud adoption, FinOps, and digital transformation trends

- Experience managing risk, compliance, and governance in cloud contracts

- Ability to operate effectively in global, matrixed environments

- Bachelor's degree or equivalent experience; advanced degree preferred

Gartner believes in fair and equitable pay. A reasonable estimate of the base salary range for this role is 172,000 USD - 202,500 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.