Sr Director Analyst - Cloud Licensing & Commercial Negotiations (Remote: US)

About the Role 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. What You Will Do 1) Public Cloud Sourcing & Negotiation Leadership (Primary Focus) 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 2) Cloud Commercial Strategy & Licensing Optimization 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 3) Thought Leadership & Research Develop innovative, high-impact research and insights that shape enterprise cloud sourci