Senior Director Analyst, Chief Sales Officer Strategy - Remote Canada

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 create research and advise Chief Sales Officers (CSOs) and their key direct reports on developing go-to-market (GTM) strategies in the Direct & Indirect channel, alongside helping them think through their sales talent management strategies.

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 unified commercial GTM Strategy & how to manage, engage and retain your sales talent.

• 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 sales talent management as well as applicable adjacent areas.

• Lead webinars and present at Gartner live and virtual events on sales topics.

What you’ll need:

• 12+ years of relevant experience working in sales/GTM strategy or similar commercial/revenue/go-to-market functions 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

  • Channel selection and deployment, Indirect channel partner programs, digital channel optimization, minimizing channel conflict,

  • Building and executing a high performing sales talent management strategy (hiring, managing, engaging, retaining & succession planning for a high performing sales organization)

  • Customer segmentation strategies (e.g., verticalization, needs-based, ideal customer profiles, etc),

  • Customer tiering or resourcing models

Additional Proven Skills Required Include:

• 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 is 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 senior most sales leader in a B2B organization, plus openness to constructive feedback.

• Bachelor's degree or equivalent experience; graduate degree a plus.

• Ability to conduct occasional travel, regionally and globally.

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