Manager, Territory Management

About the role:

The Territory Planning & Analytics (“TP&A”) team is at the center of Gartner’s mission-critical priorities. We partner with corporate and senior Sales leaders to ensure the best return on the company’s substantial investment globally. The team serves as an internal consulting team for salesforce growth strategy, go-to-market strategy, market opportunity assessment, and the design of Sales territories.

This role will be a part of the TP&A team in the broader Global Sales Strategy & Operations organization.  You will partner with leaders across Gartner’s Conference Attendee Sales (CAS) organization to determine where, when and how the company should optimize its substantial investment in Sales professionals. You will act as a key advisor to guide strategic and tactical decision-making at regional and local levels regarding the design and execution of Conference Sales Executive deployment and collaboration with the Sales organization. Gartner Conferences is one of Gartner’s critical organizations and a key driver of client retention and prospecting, and GSSO is considered a vital, strategic business partner.

What you will do:

• Partner and collaborate with Conferences leaders to define growth needs and design profitable territories that align with the corporate sales go-to-market strategy and guidelines

• Facilitate decision-making by modeling potential territory design scenarios related to allocation of Conference Sales Executive professionals, current clients and prospects across geographical regions

• Independently and completely own high-complexity analytical projects related to Conference Attendee Sales that entail detailed analysis of territory and retention data to provide executive leaders information and advice to maximize revenue and margin.

• Analyze internal/external data to identify trends/characterize market opportunity at various levels (e.g., region, industry, company) to inform the corporate sales go-to-market strategy

• Perform and run ongoing, annual and monthly processes to identify opportunities for efficiency and growth and to enhance strategic support for Gartner Conferences team

• Drive ad hoc analyses to inform decision-making of Gartner’s Conferences leaders and C-level executives

• Influence and coordinate the work of analysts on conference-related territory design and optimization ensuring alignment with team goals and driving successful project outcomes

• Support TP&A’s mission to develop, implement, and maintain optimal territory investment, design, and alignment strategies that empower sales teams and drive best-in-class seller and service productivity.

What you will need:

• 5+ years of experience, ideally in Management Consulting, Corporate Strategy, Finance, Analytics or Sales Operations, MBA preferred.

• 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 and ideally familiarity with predictive modeling, statistics, and statistical tools.

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

• Ability to learn quickly and understand complex business processes and be comfortable working with ambiguity.

• Exceptional record of academic achievements; coursework in business analytics, advanced analytics, and business reporting would be preferred

• Specific work experience related to building business recommendations, business consulting, services operations, services analytics, business analytics, business excellence or operations consulting role is a plus

• Strong interpersonal relationship management skills/influence skills and ability to build effective partnerships with internal clients and comfortable partnering with multiple, senior stakeholders in different geographies

• Advanced proficiency in MS Excel, PowerPoint, and PowerBI

• Original/creative thinking and superior problem-solving abilities

• Ability to work independently and with limited direction; acts as a self-starter, proactively identifying opportunities for process improvement and driving initiatives from investigation through to resolution and transformation

• Detail-oriented and strong commitment to high quality results to serve needs of Gartner clients, internal partners/stakeholders and service delivery teams

• Passion for understanding customer needs, improving processes & delivering exceptional customer experience

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

#GSSO

#LI-PP6

#Hybrid

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 21,000 associates globally who support ~14,000 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 84,000 USD - 116,000 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 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:103314

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