Job Description

About the role Global Sales Strategy & Operations (GSSO) is a division within Gartner tasked with increasing the 7,000+ sales force productivity by partnering with stakeholders across the business to design and implement innovative solutions that meet client retention and growth goals and deliver strong returns on resource investment. The team is focused on driving analytical, technology, and process improvement solutions to some of the company’s most pressing challenges. The core focus of this newly created MVP, 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+ 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. #J-18808-Ljbffr Gartner

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