Director, Sales Strategy & Insights

Global Sales & Marketing is a team of professionals who partner with Business Leaders across Gartner Consulting and other divisions to enable sustainable double-digit growth in sales and productivity. The team encompasses Analytics & Insight, Creative Design, Marketing, Proposal Management and Sales Enablement.

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Role Purpose

The Sales Strategy & Insights Lead will help increase sales and productivity through the creation and implementation of leading sales methodologies and practices, innovative client solutions, and actionable insights. We're seeking strategic, results-oriented and data-driven leaders who can conceptualize, design and execute commercial programs that drive growth. The role is newly created, and the successful candidate will build and develop a small but high-performing team around them.

Responsibilities

• Build and evolve a comprehensive sales methodology that covers the full sales cycle, from portfolio prioritization through to deal closing and account retention

• Enable leadership with a sales coaching model that puts it into practice and ensures it 'sticks'

• Identify best-practices which can be systematized and scaled across the business

• Solve complex sales problems and work with leadership to identify productivity improvement opportunities

• Redesign and optimize flexible and efficient sales processes that help our Industry teams win more, accelerate deal velocity and manage risk

• Work with leadership to dissect client problems and build innovative and differentiated solutions

• Enable Partners (what to know and what to do) to sell and up-sell those solutions to CXO level buyers

• Collaborate with Learning & Development to create sales training programs that provide a safe environment for putting methodology into practice

• Deliver real-time pipeline and sales insights that help leadership coach their teams and make more informed, data-driven decisions to grow sales and productivity

• Analyze leading and lagging indicators to pinpoint key sales challenges and provide advice and recommendations on possible solutions

• Lead design of business requirements and support configuration of CRM

• Be an advocate for change. Work with leadership to ensure that what is built is widely adopted across all Industry team

• Support VP Global Sales & Marketing in carrying out day-to-day operational related activities

• Ability to travel as needed. Anticipate no more than 10% of time

Professional Experience

• Experience as a Director of Sales and/or Director of Sales Enablement. Ideally gained within a Consulting firm but will consider candidates from Professional Services or Technology

• Track record of achieving and/or exceeding sales goals and quotas

• Strong commercial acumen with a deep understanding of what it takes to successfully sell services in complex, multi-buyer B2B organizations

• Ideally has served, or enabled sales teams to serve both Commercial and Public Sector clients

• Possesses gravitas and executive presence. Quickly builds credibility and trusted advisor relationships at all levels, up to and including EVP level

• Strong analytical and problem-solving skills. Uses data to advise and make informed decisions

• Experienced in driving organizational wide change, process optimization etc.

• Experienced building, managing and developing small but high-performing teams and of working in a matrix environment

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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