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Director, Sales Operations


About the role: 

The Territory Planning & Analytics (TP&A) team is at the center of Gartner’s sales strategy and is a part of Gartner’s Sales Strategy & Operations BU (GSSO). We partner with senior sales and GSSO leaders across the business to implement and support the optimal territory investment, design, and alignment strategy to maximize sales productivity and experience. 

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.

What you’ll do:

Sales territory operations for Gartner Research Sales:

  • Enable accurate territory assignments to increase sales productivity.

  • Partner with sales leaders to ensure they are supported across all territory planning and analytics related projects.

  • Drive profitable growth through world-class sales territory processes including account alignments and analytics.

  • Ensure sellers are assigned profitable and high-quality accounts that align with corporate sales go-to-market strategy and guidelines.

Reporting and analytics:

  • Analyze accounts related data and metrics to identify trends and opportunity areas at various levels (e.g., region, industry, practice, etc.)

  • Drive regular analyses to ensure teams are impacting sales productivity and improving experience.

  • Facilitate decision-making of Gartner’s sales leaders and C-level executives.

Sales communication:

  • Establish regular communication channels with various sales leaders and their operations leaders to share regular updates and assist them in operationalizing go-to-market changes.

  • Work with sales leadership and other teams to build scalable processes.

  • Establish best practices related to territories and work with various other BUs such as data teams, FP&A, marketing, and IT.

  • 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.

  • 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.

  • 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.

  • 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 you will get:

  • Competitive salary, generous paid time off policy and more!

  • India: Group Medical Insurance, Parental Leave, Employee Assistance Program (EAP)

  • 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.

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:86361

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