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Leadership Partner, Member Acquisition - Supply Chain

Description

What you will do:

Enterprise Supply Chain Leaders (ESCL) is an executive-level advisory service that delivers expert insight and guidance tailored for each member's most critical initiatives.

The strategic intent of the role is to partner and support sales in selling multiyear Premium Services Team Solutions to new prospective clients and transitioning newly acquired members to an assigned Service Delivery Team. 

The role is a hybrid of:

  • strategic planning, 

  • sales strategy and enablement, 

  • business analytics, and 

  • change management. 

It requires a mix of strategy, go-to-market design, sales optimization, and program/change management skills. The role is responsible for enabling sales to drive Premium Services growth for aligned Sales regions.

Summary:

  • Enable sales to drive new business for ESCL Team Solutions.

  • Serve as an ESCL team solution expert.

  • Coach aligned sales partners on the service value proposition to solve prospects' business problems. 

Details: 

  • Actively contribute to the strategic account planning process with sales leadership to identify and prioritize growth opportunities. 

  • Support the Challenger Sales Methodology by consistently converting supply chain research insights into relevant, straightforward, sales-friendly content and coaching sales partners in its use in early stages sales meetings. 

  • Contribute supply chain insights, including MCP and KI hypothesis support, for specific sales opportunities through regular sales team growth calls and in 1:1 sessions with sales partners (i.e., slide content, talk tracks, questions to ask)  

  • Support sales with methods to access Decision Makers in sales cycles and build trust-based value-added relationships. 

  • Provide support for closing steps in sales cycles, including proactive objection handling and business case development. 

  • Collaborate across Gartner on growth programs and apply effective change management techniques to implement those programs with your aligned sales teams (i.e., Products, Sales Learning and Development, Research). 

  • Assist sales partners in qualifying prospective new business opportunities for the ESCL portfolio.

  • Utilize globally consistent processes to drive and successfully sell new business opportunities with field sales executives by matching service capabilities to client needs.

  • Participate in internal service kick-off (SKO) preparation meetings for new clients. 

  • Quota achievement in new business.

What you will need:

Technical/ Professional Skills & Competencies: 

  • Internal experience is highly preferred. Two + or more years of experience as a Supply Chain Leadership Partner who has mastered the role, in particular with a strong demonstration of success in new business support/growth contribution

  • 15+ years working in supply chain leadership and or consulting 

  • Experience in a sales-focused role (preferably within a consulting environment) and a strong understanding of sales metrics

  • In-depth knowledge of the variety of Supply Chain executive roles and responsibilities (including leadership, operations management, strategy and trends, use of metrics, etc.)

  • In-depth understanding of the Supply Chain in the broader business context and its alignment to various business strategies 

  • A history of coaching, presenting, and collaborating at a senior level (C-level preferable)

Additional Skills:

  • Advanced critical thinking and structured problem-solving skills 

  • High tolerance and an advanced ability to lead and manage ambiguous situations

  • Excellent relationship building and collaboration skills           

  • Superior verbal, written, facilitation and presentation skills (Executive Presence)  

  • Demonstrable sales and/or business development experience with CXO level executives

  • Expert skills at managing multiple priorities

  • Curious and hungry to learn

  • Committed to making others successful

  • Naturally collaborative

  • Gravitas, provocative and confident

  • Active listening skills

  • Consistent over-achievement of retention and growth metrics

#executiveadvisor

Who are we?

Gartner delivers actionable, objective insight to executives and their teams. Our expert guidance and tools enable faster, smarter decisions and stronger performance on an organization’s most critical priorities. We’ve grown exponentially since our founding in 1979 and we're proud to have nearly 16,000 associates globally that support our 14,000+ clients in more than 100 countries.

What makes Gartner a great place to work?

Our teams are composed of individuals from different geographies, cultures, religions, ethnicities, races, genders, sexual orientations, abilities and generations. We believe that a variety of experiences makes us stronger—as individuals, as communities and as an organization. That’s why we're recognized worldwide as a great place to work year after year. We've been recognized by Fortune as one of the World’s Most Admired Companies, named a Best Place to Work for LGBTQ Equality by the Human Rights Campaign Corporate Equality Index and a Best Place to Work for Disability Inclusion by the Disability Equality Index. Looking for a place to turn your big ideas into reality? Join #LifeAtGartner

What we offer:

Our people are our most valuable asset, so we invest in them from Day 1. When you join our team, you’ll have access to a vast array of benefits to help you live your life well. These resources are designed to support your physical, financial and emotional well-being. We encourage continued personal and professional growth through ongoing learning and development opportunities. Our employee resource groups, charity match and volunteer programs keep you connected to your internal Gartner community and causes that matter to you.

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 203-964-0096 or by sending an email to  ApplicantAccommodations@gartner.com .

Job Requisition ID:59997

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