Executive Partner - Chief Revenue/Sales Officer Advisory - Large Enterprise

What makes Gartner a GREAT fit for you? When you join Gartner, you’ll be part of a fast-growing team that helps the world become smarter and more connected. We’re the world’s leading research and advisory company, achieving consistent double-digit growth by steering clients toward the right decisions with business and technology insights they can’t find anywhere else.

When you join Gartner for Chief Sales Officers (CSO), you’ll set your career on track for outstanding achievement with a company that knows no limits.  Gartner Executive CSO Partners serve as trusted advisors to our members (clients) who are CSOs or SVPs of Sales from Global 1000 organizations and government agencies.   In this role, you’ll be further expanding your knowledge of cutting edge research and trends in the sales function along with your own experience base and personal network.

Our Associates enjoy a collaborative work environment, exceptional career development as well as unlimited growth potential. If you like working with a generous, supportive, high-performing team and remarkable clients, Gartner is where you want to be.

About this role:

The Executive Partner’s(EP) role is to serve as a trusted advisor to our senior-most Sales executive clients (Chief Sales/Growth/Revenue/Commercial Officers) and deliver exceptional value by orchestrating the full capability of Gartner (research, analysts, events and peer networking) to help  each member-client, define and exceed their specific enterprise goals.

Executive partners work with clients to define develop, prioritize and/or critique sales strategies (including go-to-market) and tactics; develop and/or transform overall  skills and capability within the sales organization; assist with the development and execution of functional elements like channel design, compensation architecture, etc; aggregate and deliver Gartner research insights on key initiatives, priorities, and implementations; and in general, becoming a trusted advisor for the SVP, EVP or CSO.  The Executive Partner (EP) also partners with the client to develop and execute a workplan and timeline to deliver the client’s most critical initiatives.  With the support of their EP, our clients are able to achieve their top and bottom line targets more quickly, cost effectively and with a higher assurance of success.

What you’ll do:

Relationship Management

• The EP manages 20 to 30 senior executive member relationships and participates in account planning with Senior Client Managers and Senior Account Executives. These three individuals collectively and individually have responsibility for each assigned account.
• The EP actively participates in all phases of the member lifecycle: pre-sale, on-boarding, relationship management, delivery, review and renewal.
• The EP performs annual workshops for client member and leads CSO/SVP, Sales breakout sessions during annual Sales Forums.

Success is defined by:

• Executing a smooth hand-off from the sales team
• Regularly engaging the member in a substantive manner
• Creating a complete member profile
• Partnering with Sales, Research and Service to delight the client
• Accurately identifying and documenting the member’s Mission Critical Priorities
• Developing an engagement (value) plan for each client
• Participating (with Sales and Client Managers) in quarterly account reviews
• Preparing value-added on-site engagements and member meetings
• Operational rigor in maintaining client activity in our CRM and scheduling systems

Sales and Sales Support

The EP is responsible for member retention and for contributing to growth through support of sales in prospect cultivation, account planning/development and value demonstration activities delivered through proof-of-concept (POC) engagements

Client Interactions

The EP is responsible for hosting and /or participating in periodic virtual member activities, including workshops,, roundtables and webinars (in collaboration with Gartner Research)

Research Support

The EP supports research activities, such as facilitating member participation in research studies or case panels. The EP will be aligned with and leverage Gartner research positions and initiatives as well as provide feedback from the member base to the research organization. The EP works with research analysts to develop and deliver CSO/SVP Sales relevant research.

Program Delivery

• Define and deliver innovative solutions by assessing member needs and developing a customized value plan in accordance with overall Gartner Sales strategy and Gartner Sales product deliverables.
• Work with members to further their levels of Sales maturity throug