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Sr. Director, Sales & GTM Strategy Analyst (Remote-US)


Senior Director, Analyst — Go-To-Market Remote – USA/EMEA

What makes Gartner Research & Advisory a GREAT fit for you? When you join the world’s leading research and advisory company, you’ll be part of a team that values curiosity, expert insights, bold ideas and intellectual courage, while driving partnerships with global organizations to make the right decisions on their key initiatives. Through constant learning, discovery and collaboration, you’ll not only help clients accomplish their mission-critical priorities, but also grow your career and the scope of your impact across industries. Our culture demands dedication — and rewards it with opportunity. If you’re always looking for what’s next in business and technology, Gartner is looking for you.

About this role:

Gartner analysts ensure that our executive clients receive the best strategic business advice, support, and direction for their decision-making. To optimize client impact, analysts are responsible for developing must-have content, performing stellar client Interactions, and driving performance to help scale and innovate our research. In addition, analysts are responsible for innovative research, timely delivery cadence and collaboration within and across teams.

As part of Gartner's Sales and Customer Service practice, you'll research and analyze market trends and shifts, and provide clients, with actionable insights based on market research and positioning. You’ll advise Chief Sales Officers (CSOs) and their key direct reports on developing go-to-market (GTM) strategies and implementing Go-To-Market tactics to help acquire new customers and retain and grow existing customer accounts.  

You'll also provide strategic advice, guidance and collaboration recommendations for partnering with adjacent teams in marketing, product, customer success and supply chain.

What you'll do:

  • Create insightful and actionable research in multiple formats (i.e., writing, video, infographics, podcasts) on best practices and techniques for enterprise B2B sales organizations to effectively roadmap, implement and optimize a cohesive, effective revenue technology stack.
  • Deliver actionable advice and represent thought leadership rooted in quantitative and qualitative data sources to B2B sales leaders through video-based presentations and discussions with clients.
  • Remain ahead of the curve on emerging trends in GTM strategy and execution as well as applicable adjacent areas.
  • Lead webinars and present at Gartner live and virtual events on sales topics.

What you’ll need:

  • Minimum of 10 years of experience working in sales strategy or similar commercial/revenue/go-to-market functions, ideally in a leadership capacity. Alternative relevant career experiences could include sales line leadership, sales operations or enablement, B2B marketing, product management, and management consulting.
  • A strong understanding of the sales function and the needs of sales, revenue, and commercial leaders with the ability to link best practices back to their functional business goals.

This role requires subject matter expertise in at least three of the following areas:

  • Must have an intimate understanding of B2B sales with degrees of fluency in topics such as:
    • Developing the overarching commercial/GTM strategy
    • Defining the addressable market
    • Customer segmentation strategies (e.g., verticalization, needs-based, ideal customer profiles, etc),
    • Customer tiering or resourcing models,
    • Channel selection and deployment, Indirect channel partner programs, digital channel optimization, minimizing channel conflict,
    • Pricing strategies, navigating the product lifecycle, collaboration with cross-functional commercial colleagues (e.g., marketing, customer service/success, product, finance, etc.) and more.

Additional Proven Skills Required Include:

  • Strong business acumen as well as analytical skills.
  • Stellar writing and verbal communication skills, notably the ability to explain complex concepts concisely and simply and respond adeptly to questions. Experience publishing content that challenges commonly held beliefs and inspires action a plus.
  • Demonstrated capacity to piece together fragments of information — applying conceptual models, recognizing patterns, and drawing and framing conclusions in real time — with clients and during meetings.
  • High comfort level with presenting and defending your analysis to the seniormost sales leader in a B2B organization, plus openness to constructive feedback.
  • Impeccable time management skills, with the ability to manage multiple priorities independently.
  • Bachelor's degree or equivalent experience; graduate degree a plus.
  • Ability to conduct occasional travel, regionally and globally.

Who You Are:

  • To thrive in this role, it helps if you are obsessed with your topic. Gartner analysts are correctly viewed as THE experts. This means you need to live and breathe your subject matter while also adapting your expertise to meet client maturity level.
  • Excellent collaborator with researchers, sales and other analysts, with the ability to quickly build rapport and gain client trust.
  • Confident presenter with a high level of executive presence and ability to establish credibility with senior-level audiences (prior experience with speaking engagements is a plus).
  • Analytical thinker with the ability to process information quickly, challenge conventional norms and views and make actionable recommendations.
  • Background in sales operations, sales enablement, sales consulting, technology trade publications or project management with sales technology experience.

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 150,000 USD - 190,000 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:85851

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