MVP, Sales Process, Methodology & Programs

About the role

The core focus of the Sales Process, Methodology and Programs role is to identify best practices and barriers to execution in our sales process, for the purpose of driving sales productivity. They will build sales programs to help support the highest impact parts of our sales process and continuously look for opportunities to simplify and improve the way we sell at Gartner.

Job Description

This key contributor will develop and manage the SPMP team, focused on new business growth.

• Develop global sales strategy for team implementation:
  • Partner with analytics team to identify which steps in how we sell (process, programs and methodology) have the greatest impact on sales productivity)
  • Diagnose the barriers that sales faces to executing these high impact activities effectively
  • Identify "bright spot executors" on the areas of high impact and understand what they do
  • Build solutions that address the barriers and enable all of sales to execute the 'bright spot' approach

• Work with sales leadership and key partners in Sales Learning & Development, technology, and change management to embed best practices into standard workflow

• Align sales organization structure and document sales methodology to enable sellers to execute methodology effectively. As needed, work with key partners (product, SDL, comms, R&A) to build collateral that supports the sales methodology and maximizes efficiency
• Focused responsibility for driving implementation of new sales methodologies and management disciplines
• Guide reporting partners to ensure metrics and dashboards reflect the areas of highest impact on sales productivity
• Foster strong cross-business and cross-functional cooperation in meeting customer expectations of Gartner; Serve as a client advocate (with a particular focus on Global Enterprise functions) to identify friction and address these challenges
• Surface sales process innovation being driven in particular regions. Test the innovations' ability to scale and where appropriate work to build these innovations into the sales process
• Determine areas of the sales process that require greater clarity, standardization (ex: opportunity movement through the pipelines) to ensure our pipeline is an accurate representation of likely business outcomes
• Own Gartner's "Pathway to Gold" and ensure that sales has what they need to execute each step effectively
• Raise Gartner's profile as an industry leader within specific markets

Job Requirements

• 10-15 years proven service-related sales experience, with a minimum of 2 years Gartner VP experience
• Proven track record of superior sales performance within teams managed
• Consistent track record of achievement and overachievement of quota
• Demonstrated success in identifying key business issues and selling solutions to resolve issues
• Demonstrated ability to build executive relationships and advise clients
• Ability to lead, drive, and develop team members
• Excellent understanding of Gartner Sales Process; comprehensive understanding and use of Value Selling
• Experience of managing managers
• Ability to communicate clearly and persuasively, both verbally and in writing; strong interpersonal skills
• Strong business acumen, strategic thinking and ability to understand broader business implication of decisions

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Who are we?

At Gartner, Inc. (NYSE:IT), we guide the leaders who shape the world.

Our mission relies on expert analysis and bold ideas to deliver actionable, objective insight, helping enterprise leaders and their teams succeed with their mission-critical priorities.

Since our founding in 1979, we've grown to more than 20,000 associates globally who support ~15,000 client enterprises in ~90 countries and territories. We do important, interesting and substantive work that matters. That's why we hire associates with the intellectual curiosity, energy and drive to want to make a difference. The bar is unapologetically high. So is the impact you can have here.

What makes Gartner a great place to work?

Our sustained success creates limitless opportunities for you to grow professionally and flourish personally. We have a vast, virtually untapped market potential ahead of us, providing you with an exciting trajectory long into the future. How far you go is driven by your passion and performance.

We hire remarkable people who collaborate and win as a team. Together, our singular, unifying goal is to deliver results for our clients.

Our teams are inclusive and composed of individuals from different geographies, cultures, religions, ethnicities, races, genders, sexual orientations, abilities and generations.

We invest in great leaders who bring out the best in you and the company, enabling us to multiply our impact and results. This is why, year after year, we are recognized worldwide as a great place to work.

What do we offer?

Gartner offers world-class benefits, highly competitive compensation and disproportionate rewards for top performers.

In our hybrid work environment, we provide the flexibility and support for you to thrive - working virtually when it's productive to do so and getting together with colleagues in a vibrant community that is purposeful, engaging and inspiring.

Ready to grow your career with Gartner? Join us.

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