Regional VP Sales, LE, GTS

Description

This role provides the strategic sales direction for the Large Enterprise business unit within Gartner’s Technology Sales Organization with management responsibility for up to 4-5 Sales Managers or Sales Team Leaders, and individual contributor’s role where appropriate. This role is responsible for ensuring the team of Account Managers achieve revenue growth and/or retention.
 

• Provides the strategic sales direction and execution of activities to over perform sales quota for a Regional Business Unit within the APAC HT Sales Organization.

• Responsible for ensuring that every team and individual achieve defined revenue growth targets and retention performance.

• The VP is expected to foster a great Gartner culture, to build a winning team and create an environment for personal growth

• Adhere to standards for articulating sales best practices – aligned to Pathway To Gold and presented in context in the GSP tool (and other media). Translate client requirements into quality content

• Execute global sales strategy for local implementation

• Responsible for delivering and managing teams to achieve plan and ensure forecast accuracy

• Create and maintain standards around performance management

• Drive increased utilization of Gartner’s sales methodology to manage opportunities

• Execution of corporate and sales programs and methodologies to list manage major Gartner opportunities

• Integrate opportunity management methodologies to existing tools for pipeline development

• Align sales organization structure to maximize efficiency and meet corporate objectives

• Focused responsibility for driving implementation of new sales methodologies and management disciplines

• Foster strong cross-business and cross-functional cooperation in meeting customer expectations of Gartner

• Work with Sales Managers to enable them to coach the AEs to approach their territories more strategically, empowering managers to change the way they manage and motivate their teams, and encourage the LOBs to support sales pursuits and existing customers in new ways

• Set goals, establish metrics, measure attainment of those goals, and encourage/enforce compliance through means at his or her disposal which may include, but are not limited to, financial incentives, management support, recognition incentives, and personal credibility
   

Job Requirements

• Proven track record of superior sales performance within teams managed                

• Consistent track record of achievement and overachievement of quota

• Demonstrated success in identifying key business issues and selling solutions to resolve issues

• Excellent understanding of Gartner Sales Process

• Proven strategic business development selling into large enterprises

• Demonstrated ability to build executive relationships and advise clients

• Ability to lead, drive, and develop team members

• Experience of managing managers is preferable

• Strong business acumen, strategic thinking and ability to understand broader business implication of decisions

• Ability to communicate clearly and persuasively, both verbally and in writing; strong interpersonal skills

As leaders and associates of Gartner, we are expected to live, represent and lead the Gartner Values in all our behaviors:

INTEGRITY – Do the right thing.

OBJECTIVITY – Be independent and unbiased in everything we do.

NO-LIMITS MINDSET – See opportunities where others don’t. Never settle for the status quo.

COLLABORATION – Work together in teams to accomplish more than what is possible individually.

RESULTS – Execute consistently using global best practices.

Who are we?

At Gartner, Inc. (NYSE: IT), we deliver actionable, objective insight that drives smarter decisions and stronger performance on an organization’s mission-critical priorities. We’ve grown exponentially since our founding in 1979 and we're proud to have over 19,500 associates globally that support over 15,000 client enterprises 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 diversity 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.

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