MVP, Sales Territory Planning (Sales Strategy)

Description

About the role:

This leadership role sits in the Global Sales, Strategy & Operations (GSSO) division to maximize sales productivity across all segments and markets globally by developing, implementing and supporting the optimal sales territory investment, design and alignment strategy.

This role will partner with business leaders across Gartner to support sales force composed of more than 3,500 associates who sell to the technology function across the client enterprises and manage more than $4 billion in revenue.

This role will lead a group of associates spread globally and will be responsible for leading the strategic planning, development, and implementation of sales territories to optimize sales coverage, drive revenue growth, and ensure equitable distribution of opportunities among sales teams. The role will also play a key role in increasing sales productivity through the creation and implementation of innovative, long-term, sales solutions that meet client retention and growth goals and deliver strong returns on investment.

What you will do:

• Strategic Territory Planning

  • Lead the design, execution, and ongoing optimization of sales territories, ensuring alignment with Gartner’s goals and sales strategy

  • Analyze market trends, accounts data, and competitive landscape to create data-driven territory plans that maximize market penetration and revenue potential

  • Develop and implement metrics and KPIs to evaluate the effectiveness f territory design and adjust strategies as needed

  • Own the NPV Financial/Economic territory investment model to determine the lifetime client value and returns for all investments in sales force across all markets and regions

  • Serve as a key advisor to senior leadership (CEO, CFO, CHRO, etc.) on sales headcount planning and territory design, providing insights and recommendations based on data-driven analysis.
    

• Leadership & Collaboration

  • Build and lead a talented, highly engaged global team of 20-30 professionals, providing mentorship, guidance, and development opportunities to ensure high performance and professional growth

  • Partner with sales leadership, finance, marketing, product, HR and other teams to align territory planning with overall Gartner objectives and sales forecasts
    

What you will need:

• 12+ years of leadership experience with focus on Sales Strategy, Sales Territory Design, Analytics or Consulting

• Must have an MBA and/or management consulting experience.

• Must have prior experience of working closely with sales leadership.

• Experience collaborating with and leading teams in a high-performance culture.

• Entrepreneurial mindset, with proven ability to coach and be coached and thrive on a fast-paced team where ideas and feedback are shared openly.

• Exceptional analytical skills, including proficiency with Microsoft Excel, relational databases, as well as familiarity with predictive modeling, statistics, and statistical tools.

• Strong written and verbal communications.

• Demonstrated ability to form trust-based relationships with both senior leaders and internal partners.

• Ability to learn quickly, breakdown and quickly understand complex business processes, and comfort working with ambiguity.

• Ability to multi-task and prioritize workload based on business impact in a fast-paced environment.

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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.

Gartner believes in fair and equitable pay. A reasonable estimate of the base salary range for this role is 184,000 USD - 255,990 USD. Please note that actual salaries may vary within the range, or be above or below the range, based on factors including, but not limited to, education, training, experience, professional achievement, business need, and location. In addition to base salary, employees will participate in either an annual bonus plan based on company and individual performance, or a role-based, uncapped sales incentive plan. Our talent acquisition team will provide the specific opportunity on our bonus or incentive programs to eligible candidates. We also offer market leading benefit programs including generous PTO, a 401k match up to $7,200 per year, the opportunity to purchase company stock at a discount, and more.

The policy of Gartner is to provide equal employment opportunities to all applicants and employees without regard to race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status and to affirmatively seek to advance the principles of equal employment opportunity.

Gartner is committed to being an Equal Opportunity Employer and offers opportunities to all job seekers, including job seekers with disabilities. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access the Company’s career webpage as a result of your disability. You may request reasonable accommodations by calling Human Resources at +1 (203) 964-0096 or by sending an email to ApplicantAccommodations@gartner.com .

Job Requisition ID:93372

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