Senior Director Analyst, Go To Market - Remote North America

About this role:

Gartner analysts ensure that our executive clients receive the best strategic business advice, support, and direction for their decision-making. To optimize client impact, analysts are responsible for developing must-have content, performing stellar client Interactions, and driving performance to help scale and innovate our research. In addition, analysts are responsible for innovative research, timely delivery cadence and collaboration within and across teams.

As part of Gartner's Sales and Customer Service practice, you'll research and analyze market trends and shifts, and provide clients, with actionable insights based on market research and positioning. You’ll create research and advise Chief Sales Officers (CSOs) and their key direct reports on developing go-to-market (GTM) strategies in the Direct & Indirect channel, alongside helping them think through their sales talent management strategies.

What you'll do:

• Create insightful and actionable research in multiple formats (i.e., writing, video, infographics, podcasts) on best practices and techniques for enterprise B2B sales organizations to effectively roadmap, implement and optimize a cohesive, effective unified commercial GTM Strategy & how to manage, engage and retain your sales talent.

• Deliver actionable advice and represent thought leadership rooted in quantitative and qualitative data sources to B2B sales leaders through video-based presentations and discussions with clients.

• Remain ahead of the curve on emerging trends in GTM strategy and sales talent management as well as applicable adjacent areas.

• Lead webinars and present at Gartner live and virtual events on sales topics.

What you’ll need:

• Minimum of 10 years of experience working in sales/GTM strategy or similar commercial/revenue/go-to-market functions, ideally in a leadership capacity. Alternative relevant career experiences could include sales line leadership, sales operations or enablement, B2B marketing, product management, and management consulting.

• A strong understanding of the sales function and the needs of sales, revenue, and commercial leaders with the ability to link best practices back to their functional business goals.

This role requires subject matter expertise in at least three of the following areas:

• Must have an intimate understanding of B2B sales with degrees of fluency in topics such as:

  • Developing the overarching commercial/GTM strategy

  • Channel selection and deployment, Indirect channel partner programs, digital channel optimization, minimizing channel conflict,

  • Building and executing a high performing sales talent management strategy (hiring, managing, engaging, retaining & succession planning for a high performing sales organization)

  • Customer segmentation strategies (e.g., verticalization, needs-based, ideal customer profiles, etc),

  • Customer tiering or resourcing models

Additional Proven Skills Required Include:

• Strong business acumen as well as analytical skills.

• Stellar writing and verbal communication skills, notably the ability to explain complex concepts concisely and simply and respond adeptly to questions. Experience publishing content that challenges commonly held beliefs and inspires action a plus.

• Demonstrated capacity to piece together fragments of information - applying conceptual models, recognizing patterns, and drawing and framing conclusions in real time — with clients and during meetings.

• High comfort level with presenting and defending your analysis to the senior most sales leader in a B2B organization, plus openness to constructive feedback.

• Impeccable time management skills, with the ability to manage multiple priorities independently.

• Bachelor's degree or equivalent experience; graduate degree a plus.

• Ability to conduct occasional travel, regionally and globally.

Who You Are:

• To thrive in this role, it helps if you are obsessed with your topic. Gartner analysts are correctly viewed as THE experts. This means you need to live and breathe your subject matter while also adapting your expertise to meet client maturity level.

• Excellent collaborator with researchers, sales and other analysts, with the ability to quickly build rapport and gain client trust.

• Confident presenter with a high level of executive presence and ability to establish credibility with senior-level audiences (prior experience with speaking engagements is a plus).

• Analytical thinker with the ability to process information quickly, challenge conventional norms and views and make actionable recommendations.

• Background in commercial GTM, sales leadership, sales operations, sales enablement, or sales consulting.

#LI-DT2

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 drive to want to make a difference. The bar is unapologetically high. So is the impact you can have here.

What makes Gartner a great place to work? 

Our sustained success creates limitless opportunities for you to grow professionally and flourish personally. We have a vast, virtually untapped market potential ahead of us, providing you with an exciting trajectory long into the future. How far you go is driven by your passion and performance.

We hire remarkable people who collaborate and win as a team. Together, our singular, unifying goal is to deliver results for our clients.

Our teams are inclusive and composed of individuals from different geographies, cultures, religions, ethnicities, races, genders, sexual orientations, abilities and generations.

We invest in great leaders who bring out the best in you and the company, enabling us to multiply our impact and results. This is why, year after year, we are recognized worldwide as a great place to work.

What do we offer? 

Gartner offers world-class benefits, highly competitive compensation and disproportionate rewards for top performers. 

In our hybrid work environment, we provide the flexibility and support for you to thrive — working virtually when it's productive to do so and getting together with colleagues in a vibrant community that is purposeful, engaging and inspiring.

Ready to grow your career with Gartner? Join us.

Gartner believes in fair and equitable pay. A reasonable estimate of the base salary range for this role is 150,000 USD - 190,000 USD. Please note that actual salaries may vary within the range, or be above or below the range, based on factors including, but not limited to, education, training, experience, professional achievement, business need, and location. In addition to base salary, employees will participate in either an annual bonus plan based on company and individual performance, or a role-based, uncapped sales incentive plan. Our talent acquisition team will provide the specific opportunity on our bonus or incentive programs to eligible candidates. We also offer market leading benefit programs including generous PTO, a 401k match up to $7,200 per year, the opportunity to purchase company stock at a discount, and more.

The policy of Gartner is to provide equal employment opportunities to all applicants and employees without regard to race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status and to affirmatively seek to advance the principles of equal employment opportunity.

Gartner is committed to being an Equal Opportunity Employer and offers opportunities to all job seekers, including job seekers with disabilities. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access the Company’s career webpage as a result of your disability. You may request reasonable accommodations by calling Human Resources at +1 (203) 964-0096 or by sending an email to ApplicantAccommodations@gartner.com.

Job Requisition ID:95142

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