About the Role & Team

IDC is seeking a candidate with background and experience in software licensing, contracting and negotiations.  The candidate will possess intimate knowledge of key software offerings, contract and deal structures, sales tactics, and customer pricing/discounting.  IDC provides advice on a broad set of vendor software solutions and is open to candidates with either experience with a few key vendors or a more diverse set of vendors.  A successful candidate possesses applied experience negotiating recent contracts with these vendors on behalf of IT procurement/sourcing or as part of a vendor sales team.  The ideal candidate will possess expertise related to adjacent areas like customer and product segmentation, software asset management, compliance, licensing rules and penalties as well as defined background on key competitors within each product and technology segment. The candidate will have familiarity interfacing with global IT procurement & sourcing professionals as well as key stakeholders on each side of the negotiation.

What You’ll Do

• Support IDC clients in IT procurement, sourcing, and vendor management by handling inquiries related to license structures, rules, contract negotiations, and price benchmarking through written responses and analyst calls.
• Conduct ongoing research on vendor pricing, pricing strategies, contract structures, and developments in vendor product portfolios and segmentation.
• Establish expertise in a defined set of key vendors and/or product categories by maintaining reliable sources for price validation across different reference price levels.
• Maintain internal databases for reference pricing and structured deal data, enabling wider team usage and integration into broader research initiatives.
• Support IDC vendor clients with inquiries related to price trends and software vendor deal structures.
• Build awareness of competing vendors, their product offerings, and associated pricing and deal structures alongside primary vendor responsibilities.
• Develop and maintain working knowledge of various vendor pricing and deal structures by collaborating with analyst teams to ensure redundancy and support IDC’s growing customer base.
• Publish periodic research reports covering core and competing vendors, focusing on product developments, technology shifts, market trends, and buyer behavior.
• Participate and present at periodic events as a thought leader and expert analyst within the domain of core vendor expertise.
• Drive demand for IDC Sourcing Advisory Services by delivering strong customer support, engaging clients effectively, and encouraging service utilization.
• Support business development by identifying key customer value drivers, tracking their evolution, and articulating them during prospecting and client retention discussions; also communicate these insights to sales teams.
• Collaborate with team members and provide mentorship to junior staff.

What You Bring

• Bachelor's degree required, advanced degree a plus
• 5 or more years of previous technology-centric experience including experience in IT procurement and/or vendor sales or product marketing/management
• Applied experience with one or more of the following software vendors: Microsoft, Salesforce, ServiceNow, SAP, Oracle, Workday, Broadcom and IBM
• Current/relevant background in vendor product portfolio, pricing, licensing structure and rules, deal negotiations and incentives, as well as vendor product/pricing and deal strategy
• Existing data set related to reference pricing and customer discounting
• Knowledge of competing vendors’ product offerings and pricing
• Advanced skills in MS Word, Excel, and PowerPoint
• Ability to travel (10-20%) 
• Proven project management, and time management capabilities, with an eye toward attention to detail and the ability to communicate data analysis through written reports and presentations 
• A positive, entrepreneurial attitude with the ability to bring vision, creativity, and strategic thinking to the design and management of high-profile research projects while working under pressure and with competing deadlines                                             

Why This Role Stands Out
At IDC, your work helps shape how the world understands technology and where it goes next. You collaborate with curious, high-caliber colleagues who value rigor, integrity, and shared success. As the premier global provider of trusted technology intelligence, IDC equips business and technology leaders with the evidence they need to make confident decisions. Our insights inform strategy, investment, and innovation across industries and regions.

Recognized by IIAR as Analyst Firm of the Year for five consecutive years, IDC sets the standard for credibility and impact. With more than 1,000 analysts worldwide and a truly global perspective, we combine deep expertise with practical relevance. Here, your ideas matter, your voice is heard, and your contributions provide the insights leaders rely on every day. It is meaningful work, backed by a culture that supports growth, collaboration, and long-term career development with a globally respected brand.

Equal Opportunity Employer

IDC is committed to providing equal employment opportunities for all qualified persons. Employment eligibility verification required. We participate in E-Verify. 

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