Director, Sales Enablement

The Conference Attendee Sales (CAS) Sales Enablement Program Director (PD) will help drive sales force productivity and revenue through world class program management. The individual in this role will support the achievement of sales objectives by coordinating, implementing, managing, measuring, and monitoring the effectiveness of high-profile sales enablement programs including sales process optimization, sales technology rollouts, and updates to Gartner’s proprietary sales approaches. The PD will report to the Director of CAS Sales Enablement.

What You Will Do

• Successfully contribute to CAS sales productivity by developing, implementing, and managing projects that drive sales productivity and revenue.
• Cultivate strong and mutually respectful relationships across the organization. Partner with Sales Enablement teammates and CAS sales managers and reps to understand requirements and ensure programs are contextualized and aligned to Gartner and CAS strategy and key initiatives.
• Form collaborative relationships with key business partners including CAS Operations, Sales Learning and Development, Business Solutions, Conferences Business Analytics, etc. to manage the design, development, delivery, and measurement of key programs.
• Initial Areas of focus:
  • Partner with Sales Enablement, Sales Ops, sales reps, and sales managers to review the CAS sales process / sales stages and develop plans to update, optimize, operationalize, and deploy an updated and even more effective process.
  • In partnership with Sales Ops, and the Business Solutions team, support the migration from legacy CRM to Salesforce.com. Manage tasks, deadlines, communications, and relationships with Business Solutions teams and external consultants.
  • Manage the evolution and implementation of Gartner’s holistic CAS “Pathway to Gold” sales approach. Perform analysis on current “Pathway to Gold,” and work with sales representatives and managers to update content, data and associated proven practices. Deploy and measure results.
• Manage all assigned programs and projects.
• Demonstrate effective and timely issue resolution and root cause analysis.
• Drive results through communication, feedback, and change management to ensure successful adoption and success of program outcomes. 

• Collaborate with Sales and BU leaders to ensure strong adoption of programs and content.
• Capture and analyze program impact against key performance indicators (i.e., retention, sales goals, pipeline, sales velocity, conversion rate, etc.).

What You will Need

• Bachelor’s degree.
• 7+ years’ experience in sales enablement or sales operations roles with progressive responsibility, in a fast-paced work environment.
• 3+ years Project Management experience.
• Proficiency (4+ years’ experience) using Salesforce.com. Salesforce.com deployment experience a plus.
• Demonstrated track record of managing optimized processes, projects, and programs in a global environment.
• Solid experience with Microsoft software including Excel, Word, PPT, Project and PowerBI and their application to perform analysis, distribute clear information and deliver effective communication.
• Ability to develop credibility with sales managers and supporting BUs to become a trusted advisor and business partner.
• Strong analytical skills to include identification of requirements and problem-solving techniques.
• Excellent written and oral communication skills and the ability to communicate effectively with a broad spectrum of roles and titles.
• Training experience a plus.
• Experience with LinkedIn Sales Navigator, Salesloft, and other sales tools is a plus.

Who You Are

• Curious: Interested in understanding complex problems to identify underlying drivers and surface innovative ideas to address them.
• Strategic and Detailed: You see the big picture, but also dig into details when needed.
• Efficient: You execute on priorities and meet established deadlines.
• Flexible: Willing to learn, try novel approaches and iterate based on impact.
• Forward Thinking: Energized by new enablement theories, processes, tools, and technologies (e.g., Artificial Intelligence, Virtual Reality).
• Adaptable: You excel in fast-paced environments, embrace operational rigor and are comfortable with ambiguity.
• Strong communicator: A natural ability to contextualize information and deliver persuasive presentations.
• Inclusive: You thrive in diverse environments.

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Who are we?

At Gartner, Inc. (NYSE: IT), we deliver actionable, objective insight that drives smarter decisions and stronger performance on an organization’s mission-critical prio