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Associate Director, Rules of Engagement Strategy – Public Sector

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


About this role:  

This role sits in the Global Sales Strategy & Operations (GSSO) organization who is tasked on improving sales productivity for 7,000+ Sales Force by partnering with stakeholders across the business to design and implement innovative solutions that meet client retention and growth goals and deliver strong returns on resource investment. GSSO within Gartner encompasses Territory Planning, Sales Technology, Sales Process & Analytics, Sales Programs, and other core functions supporting Gartner’s sales teams. This role is on the Rules of Engagement (ROE) Strategy team, within Territory Planning & Analytics (TP&A).

Most B2B organizations have a go-to-market (GTM) strategy where a single seller owns a single enterprise. Gartner’s GTM strategy focuses on selling certain products to certain functions of an enterprise (e.g., CIO, CFO, etc.). The ROE Strategy team leads the overall design, strategy, and enforcement of the GTM strategy. This role will partner exclusively with Gartner’s Public Sector – Department of Defense Sales teams to help ensure front line account teams can easily interpret and execute Gartner’s GTM strategy and drive double digit growth. 

What you’ll do:  

  • Become a subject matter expert in understanding Gartner’s Rules of Engagement (ROEs) to effectively support Gartner’s overall go-to-market (GTM) strategy for the Public Sector – Department of Defense (DoD) teams 

  • Use deep understanding of DoD reporting complexities to help navigate potential conflicts between Sales teams 

  • Support various account planning conversations to properly define various swim lanes for Sales to expand  

  • Work directly with DoD Sales Leadership to problem-solve key challenges with executing against the GTM strategy 

  • Use logical structuring to present ideas and findings to leaders and executives in a clear and concise manner 

What you’ll need:  

  • Prior military experience as a junior officer (O-3 to O-4 equivalent) or above 

  • Excellent critical, data-driven, and strategic thinking with good problem-solving and communications skills 

  • Strong communicator with excellent interpersonal skills 

  • Motivated, high-potential performer, with demonstrated ability to influence and lead 

  • Ability to multi-task across multiple problems and stakeholders 

  • Able to solve complex problems and successfully manage ambiguity and unexpected change 

  • Consistently high achiever marked by perseverance, humility, and a positive outlook in the face of challenges 

  • Bachelor’s Degree required with a master’s degree preferred 

  • 5-8+ years of experience in Sales, Sales Operations, Sales Strategy, or Consulting preferred

  • Proficient in Excel and PowerPoint

  • Knowledge of Salesforce CRM a plus 

What you will get:

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

  • Collaborative, team-oriented culture that embraces diversity 

  • Professional development and unlimited growth opportunities


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.

Gartner believes in fair and equitable pay. A reasonable estimate of the base salary range for this role is 116,000 USD - 164,220 USD. Please note that actual salaries may vary within the range, or be above or below the range, based on factors including, but not limited to, education, training, experience, professional achievement, business need, and location. In addition to base salary, employees will participate in either an annual bonus plan based on company and individual performance, or a role-based, uncapped sales incentive plan. Our talent acquisition team will provide the specific opportunity on our bonus or incentive programs to eligible candidates. We also offer market leading benefit programs including generous PTO, a 401k match up to $7,200 per year, the opportunity to purchase company stock at a discount, and more.

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:83623

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