Sr Manager, TPA

About this role:

This role sits in the Global Sales, Strategy & Operations (GSSO) organization, with a mission to maximize sales productivity across all segments and markets globally by developing, implementing, and supporting the optimal sales territory investment, design and alignment strategy.

The Sr. Manager of Selling Capacity and Operations is on the Territory Planning & Analytics (TP&A) team within Global Sales Strategy & Operations, which is at the center of Gartner’s corporate strategy. The group serves as the internal consulting team for Sales globally, leading growth strategy, go-to-market strategy, and market opportunity assessment within Global Sales Strategy & Operations.

This individual will play a critical role in maintaining our selling capacity model to ensure FP&A releases the most profitable territories (and collapses the not-economic territories) and Talent Acquisition/HR initiates the recruitment activities to drive sustainable growth at healthy margins that maximize ROI.

The ideal candidate will possess a deep understanding of sales strategy, financial acumen, and the ability to collaborate and partner with cross-functional teams.

What you’ll do:

• Strategic Territory Planning
  • Own the NPV Financial/Economic territory investment model to determine the lifetime client value and returns for all investments in our salesforce across all markets and regions.
  • Evolve the investment model to strategize how to drive double-digit revenue growth from prospect enterprises.

• Financial Analysis and Performance Measurement:
  • In partnership with FP&A and HR/People Analytics, conduct thorough financial analysis to evaluate the effectiveness of current sales investments and identify areas for improvement.
  • Utilize data-driven insights to recommend reallocation of sales territories to high-ROI areas.
  • Establish key performance indicators (KPIs) to measure the success of sales investments and track progress against targets.
  • Provide regular reports and updates to the executive team on the effectiveness of sales investments.

• Territory Operations
  • Oversee analysis initiatives, both quantitative and qualitative, to support strategic recommendations and ensure they are grounded in core business economics.
  • Drive conversations with TP&A leaders and business partners to understand Sales’ current and future state needs to inform strategies and programs.
  • Lead preparation and development of executive-level meeting material and presentations.
  • Connect the dots - partner across GSSO to ensure the TP&A function stays aligned with overall GSSO strategy and initiatives; collaborate with others to stay abreast of initiatives that impact TP&A.

• Collaboration
  • Partner with sales leadership, finance, marketing, product, HR and other teams to align territory planning with overall Gartner objectives and sales forecasts.

What you’ll need:

• 5+ years’ business experience preferably in or supporting sales operations, finance, or similar business lines
• Comprehensive understanding of sales operations, both systems and processes
• Good level of experience working with and presenting to the senior leadership level
• Knowledge of operations strategy, trends, issues, and data analysis to deliver against business objectives; ability to use judgment to analyze and evaluate varying factors to find solutions
• Ability to “see past the numbers”, adapt to change, and effectively explain concepts to audiences with varying levels of experience/understanding
• Strong collaborator who brings others together to resolve problems, clarify or interpret complex information
• Demonstrated abilities in project execution
• Highly competent user of Excel and PowerPoint

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!

#LI-KR4 #GSSO

Who are we? 

At Gartner, Inc. (NYSE:IT), we guide the leaders who shape the world.

Our mission relies on expert analysis and bold ideas to deliver actionable, objective insight, helping enterprise leaders and their teams succeed with their mission-critical priorities.

Since our founding in 1979, we’ve grown to more than 20,000 associates globally who support ~15,000 client enterprises in ~90 countries and territories. We do important, interesting and substantive work that matters. That’s why we hire associates with the intellectual curiosity, energy and