Director Analyst, Sourcing, Contracts and Negotiations – Software Licensing/Salesforce

**This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director Analyst, Sourcing, Contracts and Negotiations – Software Licensing/Salesforce based in United States.** This role is designed for an experienced technology procurement and software licensing expert who can influence enterprise decision-makers through strategic insights and advisory expertise. You will act as a trusted advisor on sourcing strategy, contract negotiations, licensing optimization, and SaaS commercial decisions. The position combines deep Salesforce ecosystem knowledge with market research, thought leadership, and client engagement. You will create impactful research, frameworks, and recommendations that help global organizations optimize technology investments. Working with senior stakeholders, you will translate complex market trends into actionable business strategies. This opportunity offers a highly collaborative environment where expertise, innovation, and industry influence drive meaningful client outcomes. ### Accountabilities: The Director Analyst will serve as a subject matter expert in software licensing, sourcing, and commercial negotiations, providing strategic guidance to enterprise clients while contributing to industry-leading research and advisory content. - Develop innovative and actionable insights on software sourcing, contract structures, SaaS licensing strategies, and market trends. - Provide expert guidance to clients on procurement strategy, negotiation planning, vendor management, licensing optimization, and commercial decision-making. - Conduct research and analysis to identify market shifts, emerging trends, and opportunities that influence enterprise technology strategies. - Create high-value research reports, presentations, frameworks, and briefing materials for clients, events, and industry audiences. - Deliver advisory sessions through virtual and in-person client engagements, helping organizations solve complex sourcing and licensing challenges. - Build credibility as an industry authority by representing research methodologies, insights, and strategic recommendations. - Support internal teams by providing market perspectives, content reviews, sales enablement support, and client engagement expertise. - Collaborate with global teams to identify process improvements, develop new approaches, and enhance research quality. - Mentor and support junior analysts while contributing to a culture of knowledge sharing and continuous improvement. ## Requirements: The ideal candidate brings extensive experience in enterprise software procurement, SaaS negotiations, and technology advisory, with the ability to communicate complex concepts clearly to executive audiences. - Bachelor’s degree or equivalent professional experience; graduate degree preferred. - 12+ years of relevant industry experience in technology procurement, sourcing, vendor management, software asset management, consulting, or related fields. - 8+ years of experience managing software and SaaS contract negotiations within a buying organization, consulting firm, reseller, or technology services environment. - Hands-on experience negotiating Salesforce renewals, including knowledge of products such as Sales Cloud, Service Cloud, AI-related licensing, Tableau CRM, Success Plans, and industry-specific cloud solutions. - Strong expertise in Salesforce licensing models, commercial strategies, software market trends, and cloud service agreements. - Experience assessing software compliance risks, managing audits, and mitigating licensing challenges. - Familiarity with major enterprise technology vendors such as AWS, Google, SAP, Microsoft, Oracle, or ServiceNow. - Strong executive presence with the ability to quickly establish credibility with senior stakeholders. - Excellent research, analytical, writing, presentation, and communication skills. - Ability to simplify complex technical and commercial…