Director Analyst, Microsoft Contract Negotiations & Licensing

About the role

The Director Analyst will serve as a subject matter expert in Microsoft licensing, contract negotiations, and software procurement, developing actionable insights and advising enterprise clients on complex technology decisions.

Responsibilities

• Create innovative, high-value research content, market insights, and best practices focused on Microsoft licensing, contract strategy, and software procurement.
• Provide strategic guidance to clients and prospects on Microsoft agreements, licensing optimization, negotiation planning, vendor management, and commercial decision-making.
• Analyze market trends, technology shifts, and vendor strategies to deliver actionable recommendations for enterprise organizations.
• Conduct deep research to identify client challenges, uncover root causes, and develop frameworks that support better business outcomes.
• Engage with executives through virtual and in-person meetings, briefings, conferences, and industry events to deliver expert advice.
• Represent research methodologies and strategic viewpoints while building credibility as a trusted industry advisor.
• Support internal teams with market expertise, content development, and client engagement strategies.
• Review and enhance research materials to ensure accuracy, relevance, and industry impact.
• Collaborate with global peers on innovation, research initiatives, and knowledge sharing.
• Mentor and support junior team members while contributing to continuous improvement initiatives.

Requirements

• The ideal candidate brings extensive experience in enterprise software licensing, technology procurement, and contract negotiations, combined with strong communication, research, and advisory skills.
• This professional should be comfortable engaging executives, analyzing complex business challenges, and operating in a global, matrixed environment.
• Bachelor’s degree or equivalent professional experience required; graduate degree preferred.
• 12+ years of relevant industry or professional experience.
• 8+ years of experience in SaaS/software contract negotiations, technology procurement, category management, vendor management, software asset management, consulting, or related fields.
• 5+ years of hands-on Microsoft renewal negotiation experience, including recent exposure to agreements such as MCA, EA, and CSP.
• Deep expertise in Microsoft volume licensing, commercial models, cloud services markets, and reseller ecosystems.
• Experience assessing and managing software license compliance risks, audits, and mitigation strategies, particularly related to Microsoft.
• Experience negotiating with additional major technology vendors such as AWS, Google, Salesforce, SAP, Oracle, or ServiceNow is preferred.
• Strong executive presence with the ability to establish credibility with senior stakeholders.
• Excellent research, writing, analytical, presentation, and communication skills.
• Ability to simplify complex technology and business concepts for diverse audiences.
• Strong business and financial acumen with the ability to interpret market dynamics.
• Able to work independently while collaborating effectively within multicultural global teams.
• Adaptability, curiosity, and confidence navigating complex organizational environments.
• Willingness and ability to travel up to 25% when required.

Benefits

• Competitive base salary range estimated at $148,000-$175,500, depending on experience, qualifications, location, and business needs.
• Eligibility for performance-based bonus or incentive opportunities.
• Flexible hybrid work environment with remote work options.
• Generous paid time off and holiday benefits.
• Retail savings plan with company matching contributions.
• Comprehensive benefits programs designed to support employee wellbeing.
• Access to professional development opportunities, industry expertise, and career growth pathways.
• Opportunity to work alongside global experts and contribute to high-impact technology research.