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GVP, Sales Process and Analytics

  • Stamford, CT / Irving, TX
  • Sales

Description

Role Purpose: 

The Group Vice President (GVP) of Sales Process and Analytics is responsible for providing thought leadership and strategic vision to drive the creation and implementation of innovative, long-term, sales solutions that meet client retention and growth goals and deliver strong returns on investment. This role leads our Sales Process and Analytics function to deliver valuable insights on key sales pipeline, performance and productivity metrics in order to better understand and improve our sales programs and processes. 

Responsibilities include: 

  • Investigate and analyze sales productivity metrics across all dimensions to identify strong and weak performance situations  

  • Improve the health and quality of sales pipeline across all the sales segments globally by diagnosing and recommending prescriptive insights to sales leadership 

  • Run ongoing evaluations of our sales process steps, associated sales productivity processes, programs and tools to drive client retention and growth activities and prioritizing globally consistent iterations as needed 

  • Partnering with Sales Leadership to strategize, analyze and take decisions of significant business and financial impact to the Sales organization and the overall Gartner business 

  • Act as governance lead for our Global Technology Sales (GTS) and Global Business Sales (GBS) organizations by evaluating, prioritizing, and vetting all programs, launches, “asks”, deadlines and deliverables from other Gartner BUs and ensuring alignment between those and GTS/GBS business priorities and deliverables

  • Act as the advisor to other GSSO functions on how to implement new technologies, analytics, processes etc. to sales channels and developing change management programs accordingly

  • Reviewing and determining our sales data strategy in partnership with the GVP of Sales Technology to further enhance our analytical capability and drive a more systematized, data-centric culture to support sales execution

  • Understanding our client retention and growth sales mechanics and programs and deliver key insights and executable solutions to increase sales productivity and sales results (leading and lagging metrics)

  • Delivering key capabilities through reporting and analytics, dashboards, self-serve analytics tools and the successful execution of complex projects while driving continuous improvement in the business analytic capabilities across Sales leadership and Gartner as a whole

  • Performing best practice analysis (quantitative data analysis and qualitative interviews) on better performing regions or teams to be able to scale best practices more broadly

  • Driving the strategic evolution of current analytic capabilities while further expanding advanced analytic, data visualization and machine learning capabilities

  • Rationalizing the various leading and lagging sales metrics and dashboards to a “small” core set of sales metrics and dashboards that AEs/Sales Managers/VPs/Sr Sales Leaders need to use to manage the business

  • Driving adoption of standard set of metrics and dashboard adoption across continents, regions, practices, channels

  • Driving complex projects aligned to high priority business objectives and working closely with partners across the business including IT, Finance, HR, Product Management, Conferences and Sales

  • Establishing a customer-centric, no-limits mindset for stakeholders and team members

  • Cultivating strong and mutually respectful relationships across the organization and partner with Sales leadership to solve complex problems and identify technology improvement opportunities

  • Driving a culture of continuous innovation 

Requirements: 

  • 15+ years progressive business experience, preferably in a strategy, analytics or business consulting role, including 5+ years building and leading teams responsible for strategic analytics, sales process design, and sales programs

  • Results-oriented leader with excellent business vision and strategic thinking and a proven track record of solving complex problems, thinking creatively and successfully drawing the larger business story out of facts and data

  • Strong knowledge of B2B Sales practices with a proven ability to establish trusted business relationships across business units, gain consensus and drive action from a large, diverse global set of constituents

  • Demonstrated ability to lead projects and teams in a fast-paced environment and to inspire rapid adoption of change in a complex matrixed organization with distributed virtual teams. Ability to prioritize & handle multiple requests concurrently and consistently deliver superior results in a timely fashion

  • Demonstrated ability to develop and deliver compelling executive-level presentations. Excellent verbal & written communication skills with demonstrated ability to convey complex concepts and analyses in an accessible and compelling way

  • In-depth knowledge of data governance and statistical principles and their application to data analysis, advanced analytics, modeling and forecasting. Familiarity with relational databases and SQL coupled with facility with programming languages, statistical packages and BI toolsets

  • Mix of consulting and operational leadership experience strongly preferred

  • Bachelor’s Degree required. Master’s and/or Doctoral degree strongly preferred. Degrees with a concentration in statistics, data science, operations research, finance or economics preferred 

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  ApplicantAccommodations@gartner.com .

Job Requisition ID:72280

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