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Director, Licensing Compliance

Egham, United Kingdom

Job Description:

What makes Gartner a GREAT fit for you? When you join Gartner, you’ll be part of a fast-growing team that helps the world become smarter and more connected. We’re the world’s leading research and advisory company, achieving consistent double-digit growth by steering clients toward the right decisions with business and technology insights they can’t find anywhere else. Our associates enjoy a collaborative work environment, exceptional training and career development — as well as unlimited growth opportunities. If you like working with a curious, supportive, high-performing team, Gartner is the place for you.

Position Description:

Client Impact: Responsible for driving successful execution of Leverage the Rules program, including:

  • The Leverage the Rules program is designed to protect Gartner Intellectual Property and Brand. Clients who misuse our services (i.e., purchase few licenses and have multiple non-users access services) affect Sales’ ability to grow the business. As part of resolving the material breach of the license terms, discussions with client executives at client are required.
  • Educate Sales: Facilitate New Hire training and update curriculum, as needed. Conduct Sales team kickoff meetings.
  • Effective targeting and prioritization of client compliance prospects within assigned territory.
  • Establish cadence with Sales Management to educate, prioritize and list manage opportunities.
  • Collaboratively develop and execute plan with Sales to address compliance.
  • Assess and determine correct approach based on Critical Success Factors.
  • Coach Sales through process from beginning to resolution.
  • Coordinate efforts with Sales to propose proper solution.
  • Liaise with Sales, Legal, Product Management and/or Corporate Pricing, where appropriate.
  • Successfully lead and manage client conversations and negotiations to bring case to resolution.
  • Initiate agreed-upon approach with Client to address concerns.
  • Manage case to closure
  • Publish success stories on EAGLE
  • Revenue target:Drive growth in accounts as a result of discussions with clients.
  • Maintain Client Connect up-to-date with all active cases.
  • Project lead to enhance program, process improvement, awareness, and efficiencies for scaling and global consistent execution.
  • Identify opportunities for globally consistent execution, scale for growth, and ongoing adoption across BUs.
  • Liaise with IT and Enterprise Data and Analytics to improve data analytics, early warning to Sales and reporting to Sr. Management.
  • Collaborate with Product Management to assess new product solutions to address compliance.
  • Assess opportunities for technology enhancements to assist in targeting and enforcing compliance.
  • Effective prioritization of opportunity; external client discussion; objective & professional presentation of compliance concerns; preserve and improve client relationship.
  • Motivate and inspire Sales to address difficult cases, while establishing trust, sharing best practices in order to drive NCVI.
  • Protect Intellectual Property and Gartner Brand while delivering target
  • Proven collaborator to drive business process improvements


  • Bachelor degree with a concentration in business or management required.
  • 5+ year experience in sales and/or customer negotiations, with a minimum of 2-3 year experience handling cross business unit initiatives
  • Client-facing experience
  • Effectively communicate, liaise with c-level executives while addressing difficult compliance concerns.
  • Ability to influence others
  • Experience analyzing data (Excel or other data analytics tools)
  • Basic understanding of contracts
  • Effective Public Speaking skills
  • Ability to develop and facilitate effective training programs to drive awareness of program
  • Project Management skills

Job Requisition ID:31632

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