Senior Manager - Territory Investment Strategy
Senior Manager - Territory Investment Strategy
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Job Description
Global Sales Strategy & Operations (GSSO) is the team that helps shape Gartners mission-critical sales priorities and works with sales leaders to drive tactical and analytical insights. As an associate on the GSSO team youll be at the forefront of the ongoing transformation of Gartners sales force which delivers approximately $5B 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 5500 associates who sell to every major function industry and market sector around the world.
About the role:
This position sits within Territory Planning & Analytics (TP&A) function of Gartners Global Sales Strategy & Operations (GSSO) business unit. The TP&A team is focused on designing the optimal territory investment design and alignment strategy to maximize Sales (and Services) productivityAs a sales-driven organization Gartner invests more than $1.5 billion annually in our world-class salesforce making it essential to optimize where and how these resources are deployed to drive sustained revenue growth.
The Sr. Manager Territory Investment Strategy is a high-impact individual contributor role pivotal in shaping the design of sales territories guiding expansion decisions and determining the optimal mix of BDs AEs and sales leaders to drive revenue growth. Strategies and insights delivered by this team will directly influence Gartners sales investment priorities and future growth trajectory. Success in this role requires exceptional understanding about sales strategy strong financial acumen analytical mindset and a proven ability to lead cross-functional initiatives in a dynamic results-oriented environment.
What you will do:
Territory Investment Strategy
Develop and maintain deep expertise in NPV and Marginal NPV investment models to ensure precision in investment recommendations for all regions and sales roles.
Lead monthly execution and review of investment models. Validate recommendations with clear business rationale and communicate insights to drive executive decision-making.
Identify opportunities to enhance calculation methodologies and spearhead automation initiatives to reduce operational risk and error.
Design and implement automated dashboards to visualize ROI of backfills territory consolidations and growth investments.
Define and monitor KPIs to evaluate the effectiveness and impact of territory investment strategies.
Territory Optimization & Sizing
Determine the optimal size and structure of Account Executive (AE) and Business Development (BD) territories with the goal of maximizing sales productivity revenue growth and balanced workload distribution.
Use advanced financial and statistical models leveraging data science techniques as needed to select and prioritize the key variables and performance metrics that drive territory sizing decisions ensuring alignment with Gartners go-to-market strategies and organizational objectives.
Apply business acumen and strategic insight to iteratively improve outcomes and continuously reassess and refine territory sizing models by incorporating feedback analysing performance data and adapting to evolving market conditions and business priorities.
Cross-functional partnership
Collaborate with various teams to communicate simplify and drive adoption of territory sizing recommendations across the sales organization ensuring clarity buy-in and accurate implementation of optimized territory structures.
Work with internal TPA partners and sales leaders as needed to share progress drive execution and demonstrate regular iterative improvements every quarter.
Ensure regular feedback is incorporated into the various decision models and updates are shared with various stakeholders.
What you will need:
8 years of experience with focus on sales strategy investment strategy financial modelling analytics or consulting.
Experience collaborating with cross-functional teams in a high-performance culture.
Exceptional analytical skills including proficiency with Microsoft Excel relational databases as well as familiarity with predictive modelling 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.
What you will get:
Competitive salary generous paid time off policy and more!
India: Group Medical Insurance Parental Leave Employee Assistance Program (EAP)
Collaborative team-oriented culture that embraces diversity
Professional development and unlimited growth opportunities
#LI-MP4 #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 weve grown to more than 21000 associates globally who support 14000 client enterprises in 90 countries and territories. We do important interesting and substantive work that matters. Thats 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 its 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.
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Required Experience:
Senior Manager
Employment Type
Full-Time
