Associate Director, Sales Enablement

Description

The Associate Director (AD) of Sales Enablement (SE) helps identify and define requirements to increase the productivity of Gartner’s Global Exhibitor Sales (GES) team. The AD will perform detailed analyses to identify actionable insights that lead to the design, development, delivery, and measurement of impactful sales enablement. The AD will work with the VP SE, senior sales leaders in the GES group, and cross-functional leaders to help build a full spectrum of enablement offerings including programs, content, technology, and tools.

What You Will Do

• Cultivate strong and mutually respectful relationships across the organization. Partner with sales managers and reps to identify productivity improvement opportunities. Partner with cross-functional stakeholders (e.g., Marketing, Product, Analytics, Operations) to ensure programs are contextualized and aligned to Gartner strategy and key initiatives.
• Perform high-quality quantitative and qualitative analyses to identify and define best practices which can be systematized and scaled across the GES team. Offer this info as a catalyst to enable change.
• Drive the evolution and implementation of GES’s “Pathway to Gold” program.
• Develop and implement formal and informal learning programs (i.e., training, coaching).
• Ability to analyze performance, identify markers of high performance and translate information into actionable insights so that it can be easily understood and used to drive change.
• Develop or enhance enablement content and collateral materials e.g., playbooks, scripts, value propositions, pitches. Map materials to a continuously improving GES sales process and clients’ evolving buying patterns.
• Identify and deploy tools and technology that make enablement easily accessible so Sales can leverage relevant content at key moments in the sales cycle.
• Ensure all sales tools are up to date and available to GES sales via Inside Gartner.
• Collaborate with Sales and BU leaders to ensure strong adoption of programs and content.
• Capture and analyze program impact against key performance indicators (i.e., retention, sales goal attainment, pipeline, sales velocity, conversion rate, etc.).
• Capture content usage and program participation statistics to confirm relevance and drive continuous improvement.
• Oversee and manage day to day activities of a sales enablement specialist and build a team, over time, to further support growth of conference sales.
• Stay current on leading-edge enablement trends and practices to drive a continuous best-in-class set of offerings for GES.

What You will Need

• Bachelor’s degree in Business, Marketing, Finance, or another relevant field.
• 10+ years’ experience in sales enablement or sales operations roles.
• Demonstrated quantitative and qualitative problem-solving experience, including turning quantitative analysis into actionable recommendations and business strategies.
• History of building successful and robust enablement and training programs, collateral, and job aids for global audiences.
• Proven ability to interpret robust datasets to make informed recommendations.
• Effective communication, leadership and influencing skill set.
• Ability to develop credibility with sales managers and supporting BUs to become a trusted advisor and business partner.
• Proficiency in Seibel CRM and/or Salesforce.com.
• Experience with LinkedIn Sales Navigator, Salesloft, Highspot, or Gong is a plus.
• High proficiency in Excel and PowerPoint.
• Ability to adapt quickly to evolving needs of a high growth sales team.

Who You Are

• Curious: Interested in understanding complex problems to identify underlying drivers and surface innovative ideas to address them.
• Flexible: Willing to learn, try novel approaches and iterate based on impact.
• Forward Thinking: Energized by new enablement theories, processes, tools, and technologies (e.g., Artificial Intelligence, Virtual Reality).
• Adaptable: You excel in fast-paced environments, embrace operational rigor and are comfortable with ambiguity.
• Strong communicator: A natural ability to contextualize information and deliver persuasive presentations.
• Inclusive: You thrive in diverse environments.

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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.

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