Manager, Territory Planning & Analytics

About the role:

Global Sales Strategy & Operations (GSSO) is the team that helps shape Gartner's mission-critical sales priorities and works with sales leaders to drive tactical and analytical insights. As an associate on the GSSO team, you'll be at the forefront of the ongoing transformation of Gartner's sales force, which delivers approximately $4.9B in annual revenue and working to drive sustained double-digit growth. You will partner with business leaders across Gartner to support a global sales force comprised of more than 5,000 associates who sell to every major function, industry and market sector around the world. ​

This role sits within the Territory Planning & Analytics (TP&A) team which is at the center of Gartner’s sales and service strategy. We partner with senior leaders across the business to develop, implement and support the optimal territory investment, design and alignment strategy to maximize sales and service productivity and make it easy for sales to sell. We are searching for top talent who will help solve sales territory optimization and investment challenges. The role applies analytics and financial modeling to large volumes of data to derive actionable insights. Your work will inform sales investment decisions, go-to-market strategy, and improve seller experience. This is an excellent opportunity to be on a high-impact team where you can bring tangible impact to the business.

What you will do:

40% Territory Growth and Optimizing Selling Capacity

• Work closely with senior sales leaders as a key partner to enable sales territory viability and equity for your region

• Deconstruct the performance and composition of individual sellers and their teams, using internal and external data to identify trends and characterize opportunities.

• Become an expert in your region’s business, maintaining a forward looking view of where we will invest in salesforce headcount growth

40% GTM Strategy and Territory Design

• Drive and present analyses to shape decisions on go-to-market and territory design strategy for your region and for the larger Gartner salesforce

• Apply financial cash flow modeling and business analytics to develop forward-looking projections of potential business decisions and the resulting impact

• Facilitate the structure and transparency of intended territory composition and attributes to sellers across the organization

15% Relationship Ownership within the Region

• Act as an End to End owner for your region, owning territory backfill review, individual territory optimization and facilitating engagement of the correct TP&A team for a given issue

• Collaborate cross-functionally during key activities such annual planning and year end turn with internal partners across Territory Design, Finance, HR, and People Analytics to own the implementation of project outcomes, streamline processes, and improve communication

5% Internal TP&A Development

• Become an advocate for continuous improvement within TP&A - contribute to the development of junior associates, document best practices, and seek to innovate on current processes

What you will need:

• 5+ years of experience, ideally focusing on Corporate Strategy, Analytics or Consulting.

• Practical, intuitive problem solver with a demonstrated ability to translate business objectives into quantitative analysis to drive actionable business strategies.

• Proven ability to influence and negotiate with senior leaders across various business units to advance project initiatives.

• You operate with a minimal viable product (MVP) mindset. You can adapt and iterate as underlying data and requirements change in a fast paced environment

• Strong skills in performing and presenting financial analysis, valuation, and financial modeling.

• Exceptional analytical skills, including expertise in Microsoft Excel, with the ability to convey complex analyses through effective data storytelling.

• Organized and detail oriented. You think beforehand about how best to implement new features, and your work is clean, well-organized, and properly documented.

• You proactively look for opportunities to problem solve using innovative methods that impact the business.

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

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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 [email protected].

Job Requisition ID:102274

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