About this role:

This role sits in the Global Sales, Strategy & Operations (GSSO) organization, with a mission to maximize sales productivity across all segments and markets globally by developing, implementing, and supporting the optimal sales territory investment, design and alignment strategy.

The Sr. Manager of Selling Capacity and Operations is on the Territory Planning & Analytics (TP&A) team within Global Sales Strategy & Operations, which is at the center of Gartner’s corporate strategy. The group serves as the internal consulting team for Sales globally, leading growth strategy, go-to-market strategy, and market opportunity assessment within Global Sales Strategy & Operations.

This individual will play a critical role in maintaining our selling capacity model to ensure FP&A releases the most profitable territories (and collapses the not-economic territories) and Talent Acquisition/HR initiates the recruitment activities to drive sustainable growth at healthy margins that maximize ROI.

The ideal candidate will possess a deep understanding of sales strategy, financial acumen, and the ability to collaborate and partner with cross-functional teams.

What you’ll do:

Strategic Territory PlanningOwn the NPV Financial/Economic territory investment model to determine the lifetime client value and returns for all investments in our salesforce across all markets and regions.Evolve the investment model to strategize how to drive double-digit revenue growth from prospect enterprises.

Financial Analysis and Performance Measurement:In partnership with FP&A and HR/People Analytics, conduct thorough financial analysis to evaluate the effectiveness of current sales investments and identify areas for improvement.Utilize data-driven insights to recommend reallocation of sales territories to high-ROI areas.Establish key performance indicators (KPIs) to measure the success of sales investments and track progress against targets.Provide regular reports and updates to the executive team on the effectiveness of sales investments.

Territory OperationsOversee analysis initiatives, both quantitative and qualitative, to support strategic recommendations and ensure they are grounded in core business economics.Drive conversations with TP&A leaders and business partners to understand Sales’ current and future state needs to inform strategies and programs.Lead preparation and development of executive-level meeting material and presentations.Connect the dots - partner across GSSO to ensure the TP&A function stays aligned with overall GSSO strategy and initiatives; collaborate with others to stay abreast of initiatives that impact TP&A.

CollaborationPartner with sales leadership, finance, marketing, product, HR and other teams to align territory planning with overall Gartner objectives and sales forecasts.

What you’ll need:

5+ years’ business experience preferably in or supporting sales operations, finance, or similar business linesComprehensive understanding of sales operations, both systems and processesGood level of experience working with and presenting to the senior leadership levelKnowledge of operations strategy, trends, issues, and data analysis to deliver against business objectives; ability to use judgment to analyze and evaluate varying factors to find solutionsAbility to “see past the numbers”, adapt to change, and effectively explain concepts to audiences with varying levels of experience/understandingStrong collaborator who brings others together to resolve problems, clarify or interpret complex informationDemonstrated abilities in project executionHighly competent user of Excel and PowerPoint

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!

#LI-KR4 #GSSO

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 92,000 USD - 131,000 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:96681

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