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Director, Sales - Digital Commerce Analyst - Remote US & EMEA


Director, Sales - Digital Commerce Analyst   
Remote – USA/EMEA  

What makes Gartner Research & Advisory a GREAT fit for you? When you join the world’s leading research and advisory company, you’ll be part of a team that values curiosity, expert insights, bold ideas and intellectual courage, while driving partnerships with global organizations to make the right decisions on their key initiatives. Through constant learning, discovery and collaboration, you’ll not only help clients accomplish their mission-critical priorities, but also grow your career and the scope of your impact across industries. Our culture demands dedication — and rewards it with opportunity. If you’re always looking for what’s next in business and technology, Gartner is looking for you. 

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, Marketing, Communications and Customer Service practice, you'll help B2B sales leaders responsible for an end-to-end revenue process to develop strategies, implement plans for and overcome challenges with growing their mastery of digital commerce. You'll research and analyze market trends and shifts, and provide clients with actionable insights rooted in quantitative and qualitative data sources. You'll also provide directional strategic advice and collaboration recommendations for partnering with adjacent teams in marketing, IT, customer success and product. 

What you'll do:   

  • Create insightful and actionable research in multiple formats (i.e., writing, video, infographics, podcasts) on how B2B sales leaders can build, manage and optimize a digital commerce capability to exceed revenue targets. 

  • Deliver actionable advice and represent thought leadership to sales leaders through video-based presentations and discussions with clients. 

  • Stay ahead of the curve on developments within digital commerce and shape how it is changing B2B sales. 

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

What you’ll need:  

  • Subject matter expertise working with sales and revenue leaders to build and manage a high-performing digital commerce or e-commerce team in a mature B2B organization and/or leading a digital commerce account team within a manufacturing, wholesale, healthcare or banking/insurance company. 

  • A clear, demonstrable understanding of the role of sales (and adjacent competencies such as marketing and advertising), site functionality and content in targeting buyers, driving traffic and increasing conversion, as well as the common KPIs used to measure, report and optimize digital commerce performance.  

This role requires subject matter expertise and/or experience in at least three of the following areas:  

  • Building a business case for e-commerce, structuring an e-commerce team and accounting for line items in an e-commerce budget in a B2B organization. 

  • Tools and platforms organizations use to drive digital commerce results (such as enterprise marketplaces), digital commerce technologies and third-party digital commerce channels (e.g., Amazon and other relevant industry-specific marketplaces). 

  • How to build a digital commerce strategy for complex products and services, including related go-to-market and channel considerations, such as whether to sell on a brand-owned or third-party site or marketplace. 

  • How to take advantage of emerging trends in digital commerce (e.g., subscription models, machine-to-machine interactions or conversational commerce) to refine or advance an existing digital commerce strategy.  

  • Managing a sales-led digital commerce capability and understanding of how sales leaders can work collaboratively with other functions (e.g., marketing, IT, product, supply chain) to leverage digital commerce to exceed revenue growth targets.  

Additional proven skills required include:  

  • Strong business and financial acumen as well as analytical skills. 

  • Stellar writing and verbal communication skills, notably the ability to explain complex concepts both concisely and simply and engage clients and respond adeptly to questions. 

  • 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. 

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

  • Bachelor's degree or equivalent experience, Graduate degree preferred. 

  • 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 sales operations, sales consulting, technology trade publications or project management with sales technology experience. 

What you'll get:  

  • Competitive salary, generous paid time off policy, charity match program, wellness programs and more! 

  • Medical, Dental & Vision Plans, Parental Leave, Employee Assistance Program (EAP), 401K matching, Health Savings Account (HSA). 

  • Collaborative, team-oriented culture that embraces diversity. 

  • Professional development and unlimited growth opportunities. 

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 +1 (203) 964-0096 or by sending an email to .

Job Requisition ID:67544

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