VP/MVP, Sales Strategy & Ops

Lead team to drive cross-functional initiatives to accomplish integration, growth and retention enhancements across Gartner Business Sales

• Support establishing and maintaining overall Business sales transformation roadmap

• Help prioritize key cross-functional initiatives for Business Sales Transformation – identify, analyze and drive prioritization

• Support management of cross-functional initiatives across Product, Service, Research, and Events – conduct analysis on the drivers of growth and prioritize actions based on value and ability to execute

• Gain alignment on scope, approach, for key cross-functional initiatives

• Lead execution for key cross-functional initiatives working closely with Global Sales Operations team and cross-functional teams – design solutions, manage schedule, key decisions, issues and implementation

• Maximize retention by optimizing the retention program the service teams utilize, work with these teams to implement any changes needed

• Drive growth by prioritizing and implementing key growth actions across Business Sales

• Lead and develop programs to increase qualified product and service opportunities through the Sales organization; support Sales with integrated product and service strategy

• Shape and define the product GTM strategy - manage pricing strategy, product roadmap, and work across the organization to deliver on strategy

• Assess prospect programs delivered through variety of actions including Lead Generation, FSI, Gartner Events, etc. to find ways to improve New Business Development and then coordinate program logistics

• Create and implement the strategy to build marketing and sales enablement collateral that is highly leveraged by Sales to support client discussions

• Conduct research and custom analyses to drive fact-based decision making that improves overall performance and economics


• Bachelor’s degree with emphasis on coursework of a quantitative nature, preferably finance, engineering, computer science, mathematics, or economics - MBA preferred or equivalent work experience

• 10+ years of relevant job experience with similar essential duties. Stratey Consulting background (McKinsey, Booz Allen, BCG, etc.) required, B2B Sales Strategy and Operations experience required, as well as change management.

• B2B Sales functional knowledge – i.e. selling process, Tools, incentives, levers, etc. – either via consulting project experience or experience in direct sales, sales strategy or sales operations function

• Experience managing a portfolio of complex, cross-functional initiatives to drive business performance improvement

• Strategic leadership skills; ability to craft and articulate a clear, consistent vision, implement effective operating plans, and lead a cross-functional team.

• Experience managing highly motivated and diverse individuals through ambiguous situations

• Excellent analytical skills; ability to analyze large datasets and translate raw information into actionable insights so that it can be easily understood and utilized by the organization.

• Strong verbal and written communication skills including presentation writing and delivery

• Demonstrated working knowledge of IT and technical issues

• Outstanding project management skills with an ability to meet deadlines and prioritize workloads

• Very strong Excel and PowerPoint skills are a MUST

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