Senior Director - High Tech Sales Scaling Expert - Midcap Transition - Remote NA

Senior Director, Analyst - High Tech Sales Scaling Expert - Midcap Transition

Gartner’s Technology and Service Provider Research Group advises leaders in technology companies on strategic business issues, helping to make our clients more successful in their market and their role. Gartner Analysts are responsible for developing research content, performing one-to-one client interactions, delivering stage presentations and helping scale and innovate our business practices. If you have deep skills and experience in technology sales, with a strong interest analyzing and sharing innovative approaches that can be used to drive sales success, this is a unique opportunity to refine and share your expertise by advising companies in the industry.

About the role

The High-Tech Sales Leadership Expert is not a salesperson, but rather an industry thought leader on how to build and manage sales organizations for software and IT services companies. As a Gartner Analyst, the Expert performs independent research, creates published content including market predictions and best practices, and serves as a trusted advisor to senior leaders of technology vendor organizations.

What you will do:

• Create innovative, thought provoking, and highly leveraged “must-have research” content that advises Tech CEOs and senior executives how to improve their business results. ***This role requires a high level of proficiency in long form written communication.***

• Advise Tech CEOs and senior executives on strategic decisions to help them establish and scale their organizations.

• Develop in-depth analyses to identify the root causes of a client’s challenges or overall needs and reframe thinking to drive the client’s strategy forward

• Research, analyze and predict market trends and shifts to provide clients with actionable insights, including how to adopt innovative sales approaches and how to effectively incorporate generative AI into sales processes

• Provide clients and prospects with actionable advice via virtual or face-to-face interactions

• Create and deliver high value presentation materials for Gartner events, industry and professional association conferences, and client briefings

• Provide sales support to help drive engagement with prospects and clients

• Provide high quality and timely peer review of colleagues’ research content

• Build credibility as an industry expert to represent Gartner research, methodology and strategy

• Actively participate in innovation, ideation, and research discussions and collaborate effectively with peers within the Gartner research community

• Identify research process improvements or develop new processes that help the Gartner team provide excellent service delivery

• Be a mentor and a coach by supporting more junior team members

What you will need:

• Bachelor’s degree and 12 years of experience in a related field or an equivalent combination of education and experience

• 5 Years of experience in early or growth stage technology companies (organizations with less than $250M in annual revenue)

• Subject matter expertise in many or all of the following:

  • Sales methodologies

  • Sales metrics and management

  • Selling through partners

  • Demand generation

  • RevTech (revenue technology)

  • Buyer behavior

  • Generative AI impact on sales

  • Innovative approaches for sales success

• Deep intellectual curiosity about the best approaches for success in the tech industry

• Demonstrable executive presence; can immediately establish credibility with executives and other stakeholders

• Strong organizational skills: ability to work under tight deadlines and produce high quality deliverables

• Excellent independent research skills

• Recent experience that required documenting ideas in writing, and ability to communicate logical arguments clearly and effectively in written form

• Ability to engage clients and respond effectively to spontaneous questions

• Proficient in analyzing and synthesizing data; can effectively apply patterns and frameworks while drawing and defending conclusions to client challenges

• Strong communicator; able to explain complex concepts concisely and simply

• Comfortable presenting in-person or via webinar to audiences of 100 or more

• Strong business and financial acumen

• Deep understanding of the global technology industry and vendor landscape

• Ability to work independently