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Director, Territory Growth Strategy & Design

  • Stamford, CT / Fort Myers, FL / Irving, TX
  • Sales


About the role: 

The Territory Planning & Analytics (TP&A) team is at the center of Gartner’s sales strategy. We partner with senior leaders across the business to ensure the best return and opportunity on the company’s substantial investment in incremental salespeople globally. The group serves as the internal consulting team for sales force growth strategy, go-to-market strategy, and market opportunity assessment.

The Director will be the strategic partner for sales VPs and executives across Gartner Research Sales, which sells research products into the C-level of all practice areas and is a key driver of Gartner’s growth. The TP&A Territory Design team partners with Gartner’s sales VPs and executives to determine where, when, and how the company should direct its substantial investment in incremental sales professionals. The roles will collaborate with executives to guide strategic investment and go-to-market decisions at regional and global levels. The Director will act as a key advisor to guide strategic and tactical investment and go-to-market decisions at regional and global levels with the Sales organization.

What you’ll do:

  • Drive profitable growth through territory investment and design to enable sales to acquire new business and increase retention across the global sales organization.

  • Partner with Services leaders to define growth needs and design profitable territories that align with corporate sales go-to-market strategy and guidelines.

  • Analyze internal/external data to identify trends/characterize market opportunity at various levels (e.g., region, industry, local area, company) to inform the corporate sales go-to-market strategy.

  • Drive ad-hoc analyses to inform decision-making of Gartner’s Services leaders and C-level executives.

  • Facilitate decision-making by modeling potential scenarios re: allocation of sales professionals, clients, and prospects.

  • Establish and share best practices related to creating and optimizing territory investment and design.

  • Act as internal liaison, coordinating with key department partners such as Finance, HR, and senior Sales stakeholders, to streamline operations, resolve issues, and improve communications.

What you’ll need:

  • 8+ years of experience, ideally with focus on Sales Strategy, Sales Ops, Analytics or Consulting.

  • MBA and/or management consulting experience preferred.

  • Experience collaborating with and leading teams in a high-performance culture.

  • Entrepreneurial mindset, with proven ability to coach and be coached and thrive on a fast-paced team where ideas and feedback are shared openly.

  • Exceptional analytical skills, including proficiency with Microsoft Excel, relational databases, as well as familiarity with predictive modeling, statistics, and statistical tools.

  • Strong written and verbal communication skills.

  • Demonstrated ability to form trust-based relationships with both senior leaders and internal partners.

  • Ability to learn quickly, understand complex business processes, and work with ambiguity.

  • Ability to multi-task and prioritize workload based on business impact in a fast-paced environment.

What we offer:

  • Competitive salary, generous paid time off policy, charity match program, Medical, Dental & Vision Plans, Parental Leave, Employee Assistance Program (EAP), 401K matching, and more!


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:76255

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