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Director, Territory Design

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


About the role: 

The Territory Planning & Analytics (TP&A) team is at the center of Gartner’s corporate 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. GTS and GBS sells research products into the C-level of all practice areas within a company 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.

The position reports to the MVP of Territory Planning & Analytics and is ultimately part of the Global Sales Strategy & Operations team (GSSO).

What you will lead:

  • Focus on driving 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.

  • Facilitate decision making by implementing improvements across multiple business partner groups.

  • Collaborate with TP&A leadership to support other cross-functional efforts as needed.

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

What you will need:

  • 9+ years of experience, ideally with focus on Corporate Strategy, 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 communications.

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

  • Ability to learn quickly, breakdown and quickly understand complex business processes, and comfort working 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, 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

#LI-KP2 #LI-Hybrid

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:87035

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