MVP, Sales Investment Strategy

Company: Gartner
Location: Stamford
Posted on: January 23, 2025

Job Description:

Managing Vice President, Sales Investment StrategyAbout the role:This leadership 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.This role will partner with business leaders across Gartner to support a sales force composed of more than 6,000 associates who sell to all the technology and business functions (data and analytics, cybersecurity, finance, sales, supply chain, etc.) across the client enterprises and manage more than $5 billion in revenue.The role will be working under the guidance of CEO, CFO, Head of HR, Head of Sales and other C-suite leaders across Gartner to shape and execute our $1.5 billion sales investment strategy- optimize our sales investments to drive sustainable growth at healthy margins and maximize ROI. The ideal candidate will possess a deep understanding of sales strategy, financial acumen, and the ability to lead cross-functional teams.What you will do:

• Strategic Territory Planning:

• Own the NPV Financial/Economic territory investment model to determine the lifetime client value and returns for all investments in sales force across all markets and regions.
• Evolve the investment model to strategize how to drive double-digit revenue growth from prospect enterprises.
• Serve as a key advisor to senior leadership (CEO, CFO, CHRO, etc.) on sales headcount planning and territory design, providing insights and recommendations based on data-driven analysis.
• Brainstorm on the design, execution, and ongoing optimization of Gartner's Go-to-market strategy, ensuring alignment with Gartner's goals and sales strategy.
• Financial Analysis:
  • 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.
  • Performance Measurement:
    • 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.
    • Leadership & Collaboration:
      • Build and lead a talented, highly engaged global team of 6-10 professionals, to drive a culture of innovation and continuous improvement and provide mentorship, guidance, and development opportunities to ensure high performance and professional growth.
      • Collaborate with cross-functional teams, including marketing, product development, and customer success, to ensure alignment and synergy in sales initiatives.
      • Partner with sales leadership, finance, marketing, product, HR and other teams to align territory planning with overall Gartner objectives and sales forecasts.What you will need:
        • 12+ years of leadership experience with focus on Sales territory design, Investment strategy, Financial modeling, Analytics or Consulting.
        • Must have an MBA and/or management consulting experience.
        • Must have prior experience of working closely with sales leadership.
        • Experience collaborating with and leading teams in a high-performance culture.
        • 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, as well as familiarity with predictive modeling, statistics, and statistical tools.
        • Strong written and verbal communications.
        • Demonstrated ability to form trust-based relationships with both senior leaders and internal partners.
        • Ability to learn quickly, breakdown and quickly understand complex business processes, and comfort working with ambiguity.
        • Ability to multi-task and prioritize workload based on business impact in a fast-paced environment.
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Keywords: Gartner, East Orange , MVP, Sales Investment Strategy, Sales , Stamford, New Jersey