Sales Ops Program Director

About the role:

The primary purpose of this role is to drive revenue growth through the strategy development and tactical execution of growth plays and programs to drive higher NCVI growth across Global Technology Sales (GTS) Team. This will encompass planning and development activities such as program design and execution, process improvement and the world-class execution of existing programs to new areas. The person will lead execution with support from BU partners and sales leaders. The role will focus on quantitative and qualitative analysis to identify actionable insights, measure progress, and impact (ROI) to make necessary ongoing enhancements.

What you will do:

1. Manage the end-to-end execution for GTS’s growth priorities (Win the C-Level, Capture the Org) and plays (Improve CIO Growth Rate by becoming C-Level sales specialists; Leverage POC Engagement; Build sales capabilities on selling and servicing New To Role clients and prospects)
2. Lead and support GTS New Business goals by executing initiative-based team solution selling (IBTS by role) related key priorities with BU Partners
3. Work with Sales Leaders and BU Partners to drive tighter execution of pipeline building, management and continuous improvement in pipeline Stage progression
4. Collaborate with Service teams (where appropriate) to keep sales and service execution in sync on key GTS growth priorities.
5. Identify underlying factors responsible for higher pipeline conversion rates to help sales leaders drive MoM and YoY higher pipeline conversion rates
6. Lead execution of key themes, such as Gen AI, as warranted by the market and sales/service needs.
7. Lead and support GTS New Business goals by improving POC (Insights Platform Walkthrough, Service and Expert) Execution and driving POC enhancements across GTS in collaboration with BU Partners
8. Work closely with Sales Communications team to plan and deliver timely and effective communication assets
9. Collaborate with Sales Productivity team to understand and improve GTS Growth and Productivity measure and metrics
10. Collaborate with Sales Learning and Development (SL&D) for delivering ongoing training and development
11. Be an advocate for change and drive and improvements with Sales leadership
12. Effectively communicate the "WHY" for the growth plays and programs and ensure sales buy-in -- includes general communication and delivery of group/1:1 sessions
13. Drive execution with Sales teams by using proven sales practices - the "HOW" to do it
14. Support sales S/GVP and Sales Ops Leaders in carrying out various sales operations related activities
15. Monitor and track progress to ensure that specific activities (the "WHAT") related to the plays and programs are being executed effectively across GTS regions
16. Create and manage roadmap of enhancements for each program/process. Execute these enhancements for ongoing improvement. Lead iterative program improvement plans with Sales Ops Leaders and Line-of-Business partners (GSSO, including Sales Enablement; Service; Research; Product; Marketing)
17. Communicate effectively at all levels up to and including sales EVP level: proactively, in regular sessions and in response to ad-hoc requests
18. Work with SL&D to create and deliver effective coaching/training sessions
19. Capture and share best practices related to driving higher growth on a regular basis
20. Establish processes to collect and conduct key analytics to drive Sales business initiatives
21. Analyze leading and lagging indicator data to identify gaps and opportunities, and evaluate possible solutions for implementation
22. Capture and analyze impact and ROI of programs to drive future enhancements
23. Make prioritized recommendations based on estimated return and/or benefit to the business.

What you will need:

1. Bachelor’s Degree or equivalent, master’s degree preferred
2. 5+ years total business experience
3. 2+ years of sales experience in a business-to-business sales environment preferred
4. 2+ years of internal Gartner experience preferred
5. Demonstrated proficiency in successfully managing growth initiatives
6. Strong facilitation, communication, leadership and influence skills
7. Ability to develop strong credibility with Sales leadership and become a trusted advisor
8. Proven ability to understand business initiatives and challenges, and to recommend business solutions using fact-based analytics
9. Ability to build partnerships and collaborate across lines of businesses
10. Excellent program management and communications skills
11. Excellent analytical, critical thinking and problem-solving skills
12. Executive presence, facilitation, and leadership qualities
13. Strong ability and desire to build credibility and develop trusted relationships
14. Highly skilled in using tools and technical knowledge to analyze data to develop insights and make decisions and drive actions based on those insights
15. Curiosity, can-do attitude, conviction, confidence, coachability

What you will get:

1. Competitive salary, generous paid time off policy, charity match program, Medical, Dental & Vision Plans, Parental Leave, Employee Assistance Program (EAP), 401K matching and more!
2. Collaborative, team-oriented culture that embraces diversity
3. Professional development and unlimited growth opportunities

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 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.

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Job Requisition ID:90360

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