Sr. Manager, Sales Ops Program (Retention)

About this role:

The primary purpose of this role is to drive revenue growth through tactical execution of retention programs, driving higher retention across Global Technology Sales (GTS). This encompasses planning and development activities such as program design and execution, process improvement and world-class execution of existing programs to new areas. This role will lead execution with support from BU partners and sales leaders. The role will focus on quantitative and qualitative analysis to identify actionable insights, measure progress, and impact (ROI) to make necessary ongoing enhancements. The role should fulfill all requirements of planned and ad-hoc activities to meet the needs of a specific region(s) in GTS.

What you'll do:

• Help define and scope the current retention programs, processes, and tools. Understand the need for enhancements for future versions based on feedback and analytics.

• Work closely with Continental Ops, Sales Leaders, GRP and Service/Delivery teams to determine current effectiveness and drive ongoing world-class execution of the Retention Lifecycle (RLC).

• Enable sales leaders, in partnership with SL&D, to effectively coach to RLC execution and High-Quality Impact Assessments.

• Collaborate with Service, GRP & GSSO to drive sales efficiency through systems & tools.

• Capture and share RLC best practices on a regular basis, and assess the feasibility of scaling across the business.

• Manage the roadmap of enhancements for each program/process. Execute these enhancements for ongoing improvement. Drive iterative program improvement plans with Sales Ops Leaders and Line-of-Business partners (EU/HT Product Management, Research, EXP, RBS, etc.).

• Provide operational execution and excellence support for key initiatives for GTS  (Impact Assessment Quality, IA Delivery on the Platform, DMT etc.).

• Support Long Range Plan (LRP) and related pilots’ execution on an as-needed basis.

• Support execution of “One Gartner Approach” in partnership with the Gartner Services.

• Effectively communicate the "WHY" for the programs and ensure sales buy-in this would include not just general communication but the delivery of group/1:1 sessions.

• Drive execution with Sales teams by using proven sales practices (the "HOW" to do it). Work with SL&D and other partners to create and deliver effective coaching/training sessions.

• Monitor and track progress to ensure that specific activities (the "WHAT") related to the program are being executed effectively across the channel.

• Communicate effectively at all levels up to and including sales EVP level: proactively, in regular sessions, and in response to ad-hoc requests.

• Capture and share best practices on a regular basis.

• Capture and analyze impact and ROI of programs to drive future enhancements.

• Conduct key analytics (quantitative and qualitative) of leading and lagging indicators data to identify gaps and opportunities, evaluate possible solutions for implementation, and drive execution and continuous improvement!

What you'll need:

• 7+ years total business experience and/or 2+ years of management experience in a business-to-business sales environment.

• Achievement of sales growth and retention targets, productivity targets, and strategic objectives.

• Strong facilitation, communication, leadership, and influence skills.

• Excellent analytical, critical thinking, communication, and problem-solving skills.

• Proven experience in managing program execution and continuous improvement.

• Ability to effectively scope, manage and complete projects on time.

• Ability to create strong credibility with Sales leadership and become a trusted advisor.

• Strong understanding of sales processes, best practices, and challenges.

• Ability to build partnerships and collaborate across lines of businesses.

• Bachelor’s Degree or equivalent, master’s degree preferred.

• 2+ years of internal Gartner operations experience preferred.

• 2+ years of seller experience preferred.

What you will get:

• Competitive salary, generous paid time off policy, charity match program, Medical, Dental & Vision Plans, Parental Leave, Employee Assistance Program (EAP), 401K matching and more!

• Collaborative, team-oriented culture that embraces diversity 

• Professional development and unlimited growth opportunities

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