Manager, Global Sales Strategy and Operations

About the role:

Global Sales Strategy & Operations (GSSO) is the team that helps shape Gartner's mission-critical sales priorities and works with sales leaders to drive tactical and analytical insights. As an associate on the GSSO team, you'll be at the forefront of the ongoing transformation of Gartner's sales force, which delivers approximately $4.9B in annual revenue and working to drive sustained double-digit growth. You will partner with business leaders across Gartner to support a global sales force comprised of more than 5,000 associates who sell to every major function, industry and market sector around the world. ​

This role sits within the Territory Planning & Analytics (TP&A) team which is at the center of Gartner’s sales and service strategy. We partner with senior leaders across the business to develop, implement and support the optimal territory investment, design and alignment strategy to maximize sales and service productivity and make it easy for sales to sell. We are searching for top talent who will help solve sales territory optimization and investment challenges. The role applies analytics and financial modeling to large volumes of data to derive actionable insights. Your work will inform sales investment decisions, go-to-market strategy, and improve seller experience. This is an excellent opportunity to be on a high-impact team where you can bring tangible impact to the business.

What you will do:

40% Territory Growth and Optimizing Selling Capacity

• Work closely with senior sales leaders as a key partner to enable sales territory viability and equity for your region

• Deconstruct the performance and composition of individual sellers and their teams, using internal and external data to identify trends and characterize opportunities.

• Become an expert in your region’s business, maintaining a forward looking view of where we will invest in salesforce headcount growth

40% GTM Strategy and Territory Design

• Drive and present analyses to shape decisions on go-to-market and territory design strategy for your region and for the larger Gartner salesforce

• Apply financial cash flow modeling and business analytics to develop forward-looking projections of potential business decisions and the resulting impact

• Facilitate the structure and transparency of intended territory composition and attributes to sellers across the organization

15% Relationship Ownership within the Region

• Act as an End to End owner for your region, owning territory backfill review, individual territory optimization and facilitating engagement of the correct TP&A team for a given issue

• Collaborate cross-functionally during key activities such annual planning and year end turn with internal partners across Territory Design, Finance, HR, and People Analytics to own the implementation of project outcomes, streamline processes, and improve communication

5% Internal TP&A Development

• Become an advocate for continuous improvement within TP&A - contribute to the development of junior associates, document best practices, and seek to innovate on current processes

What you will need:

• 5+ years of experience, ideally focusing on Corporate Strategy, Analytics or Consulting.

• Practical, intuitive problem solver with a demonstrated ability to translate business objectives into quantitative analysis to drive actionable business strategies.

• Proven ability to influence and negotiate with senior leaders across various business units to advance project initiatives.

• You operate with a minimal viable product (MVP) mindset. You can adapt and iterate as underlying data and requirements change in a fast paced environment

• Strong skills in performing and presenting financial analysis, valuation, and financial modeling.

• Exceptional analytical skills, including expertise in Microsoft Excel, with the ability to convey complex analyses through effective data storytelling.

• Organized and detail oriented. You think beforehand about how best to implement new features, and your work is clean, well-organized, and properly documented.

• You proactively look for opportunities to problem solve using innovative methods that impact the business.

What you will get:

• Competitive salary, generous paid time off policy, charity match program,