Senior Director - High Tech Sales Scaling Expert - Midcap Transition - Remote USA/Europe

Senior Director, Analyst - High Tech Sales Scaling Expert - Midcap Transition

Gartner’s Technology and Service Provider Research Group advises leaders in technology companies on strategic business issues, helping to make our clients more successful in their market and their role. Gartner Analysts are responsible for developing research content, performing one-to-one client interactions, delivering stage presentations and helping scale and innovate our business practices. If you have deep skills and experience in technology sales, with a strong interest analyzing and sharing innovative approaches that can be used to drive sales success, this is a unique opportunity to refine and share your expertise by advising companies in the industry.

About the role

The High-Tech Sales Leadership Expert is not a salesperson, but rather an industry thought leader on how to build and manage sales organizations for software and IT services companies. As a Gartner Analyst, the Expert performs independent research, creates published content including market predictions and best practices, and serves as a trusted advisor to senior leaders of technology vendor organizations.

What you will do:

• Create innovative, thought provoking, and highly leveraged “must-have research” content that advises Tech CEOs and senior executives how to improve their business results. ***This role requires a high level of proficiency in long form written communication.***
• Advise Tech CEOs and senior executives on strategic decisions to help them establish and scale their organizations.

• Develop in-depth analyses to identify the root causes of a client’s challenges or overall needs and reframe thinking to drive the client’s strategy forward

• Research, analyze and predict market trends and shifts to provide clients with actionable insights, including how to adopt innovative sales approaches and how to effectively incorporate generative AI into sales processes

• Provide clients and prospects with actionable advice via virtual or face-to-face interactions

• Create and deliver high value presentation materials for Gartner events, industry and professional association conferences, and client briefings

• Provide sales support to help drive engagement with prospects and clients
• Provide high quality and timely peer review of colleagues’ research content
• Build credibility as an industry expert to represent Gartner research, methodology and strategy
• Actively participate in innovation, ideation, and research discussions and collaborate effectively with peers within the Gartner research community
• Identify research process improvements or develop new processes that help the Gartner team provide excellent service delivery
• Be a mentor and a coach by supporting more junior team members

What you will need:

• Bachelor’s degree and 12 years of experience in a related field or an equivalent combination of education and experience
• 5 Years of experience in early or growth stage technology companies (organizations with less than $250M in annual revenue)
• Subject matter expertise in many or all of the following:
  • Sales methodologies
  • Sales metrics and management
  • Selling through partners
  • Demand generation
  • RevTech (revenue technology)
  • Buyer behavior
  • Generative AI impact on sales
  • Innovative approaches for sales success
• Deep intellectual curiosity about the best approaches for success in the tech industry
• Demonstrable executive presence; can immediately establish credibility with executives and other stakeholders
• Strong organizational skills: ability to work under tight deadlines and produce high quality deliverables
• Excellent independent research skills
• Recent experience that required documenting ideas in writing, and ability to communicate logical arguments clearly and effectively in written form
• Ability to engage clients and respond effectively to spontaneous questions
• Proficient in analyzing and synthesizing data; can effectively apply patterns and frameworks while drawing and defending conclusions to client challenges
• Strong communicator; able to explain complex concepts concisely and simply
• Comfortable presenting in-person or via webinar to audiences of 100 or more
• Strong business and financial acumen
• Deep understanding of the global technology industry and vendor landscape
• Ability to work independently, while also being intrinsically motivated to collaborate across teams and support the workflow of others, in a multicultural global team

• Adept at learning new concepts and agile in navigating highly matrixed environments

• Willingness and ability to travel up to 15%
• Direct experience in the role of CEO, founder, CRO/VP of Sales, CMO/VP of Marketing or CPO/VP of Product is preferred
• Consulting experience is preferred
• MBA preferred

#LI-RC3

Who are we? 

At Gartner, Inc. (NYSE:IT), we guide the leaders who shape the world.

Our mission relies on expert analysis and bold ideas to deliver actionable, objective insight, helping enterprise leaders and their teams succeed with their mission-critical priorities.

Since our founding in 1979, we’ve grown to more than 20,000 associates globally who support ~15,000 client enterprises in ~90 countries and territories. We do important, interesting and substantive work that matters. That’s why we hire associates with the intellectual curiosity, energy and drive to want to make a difference. The bar is unapologetically high. So is the impact you can have here.

What makes Gartner a great place to work? 

Our sustained success creates limitless opportunities for you to grow professionally and flourish personally. We have a vast, virtually untapped market potential ahead of us, providing you with an exciting trajectory long into the future. How far you go is driven by your passion and performance.

We hire remarkable people who collaborate and win as a team. Together, our singular, unifying goal is to deliver results for our clients.

Our teams are inclusive and composed of individuals from different geographies, cultures, religions, ethnicities, races, genders, sexual orientations, abilities and generations.

We invest in great leaders who bring out the best in you and the company, enabling us to multiply our impact and results. This is why, year after year, we are recognized worldwide as a great place to work.

What do we offer? 

Gartner offers world-class benefits, highly competitive compensation and disproportionate rewards for top performers. 

In our hybrid work environment, we provide the flexibility and support for you to thrive — working virtually when it's productive to do so and getting together with colleagues in a vibrant community that is purposeful, engaging and inspiring.

Ready to grow your career with Gartner? Join us.

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 ApplicantAccommodations@gartner.com.

Job Requisition ID:91404

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