Sr Director, Analyst - Sales Strategy and Go-to-Market
Posted on: November 21, 2022
- About this role
Analysts create must-have insights for our clients through
published research and client interaction. You will meet with
clients every day: on the phone, in a videoconference, from the
stage at a Gartner event or face-to-face during a sales support
visit. In every client interaction you will help clients solve
difficult puzzles that lead to better performance.
What You Will Do:
- Flex previous knowledge and build new expertise in researching
provocative and pragmatic approaches to optimizing B2B sales
- Provide high-level and transferable guidance around topics
including defining overall sales/commercial/go-to-market strategy,
selecting and activating channels to pursue the target market
opportunity, leveraging data and metrics to refine the go-to-market
approach, mapping and measuring the buyer journey, and building
strong cross-functional go-to-market relationships.
- Speak to both the strategic and tactical needs of Chief Sales
Officers and commercial strategy leaders across a variety of
sectors and enterprise sizes.
- Develop and publish in-depth reports, analyses, and content
that demonstrate a mastery of sales strategy and GTM best
practices. These notes must be topical and timely, grounded in
real-world company experiences, and built upon data (where
available) to generate maximum client readership and
- Conduct compelling advisory interactions with clients and
prospects via a range of delivery formats (including live and
virtual events, conference or video calls, strategy sessions and
formal presentations) to address trends, answer common questions
and disseminate best practices.
- Prepare and deliver presentations at Gartner, industry and
professional association conferences. Collaborate across research
groups to ensure presentations and messages comprehensively
represent our thought leadership in the sales strategy and GTM
- Support Gartners commercial and service teams in retaining and
growing client relationships through effective service delivery and
prospect interactions as a sales strategy and GTM subject matter
What You Will Need
- Minimum of 10 years of experience working in sales strategy or
similar commercial/revenue/go-to-market functions, ideally in a
leadership capacity. Alternative relevant career experiences could
include sales line leadership, sales operations or enablement, B2B
marketing, product management, and management consulting.
- Must have an intimate understanding of B2B sales with degrees
of fluency in topics such as: developing the overarching
commercial/GTM strategy, defining the addressable market, customer
segmentation strategies (e.g., verticalization, needs-based, ideal
customer profiles, etc), customer tiering or resourcing models,
channel selection and deployment, indirect channel partner
programs, digital channel optimization, minimizing channel
conflict, pricing strategies, navigating the product lifecycle,
collaboration with cross-functional commercial colleagues (e.g.,
marketing, customer service/success, product, finance, etc.) and
- A strong understanding of the sales function and the needs of
sales, revenue, and commercial leaders with the ability to link
best practices back to their functional business goals.
- Experience authoring written content that challenges commonly
held beliefs and inspires action.
- Experience engaging with senior executives (especially
commercial leaders) in one-on-one and small group interactions to
support achievement of strategic goals.
- Openness to constructive feedback and comfort presenting and
defending your analyses.
- Excellent written, verbal and presentation skills. Written work
must be concise and persuasive, and verbal communication must be
confident and credible.
What we offer
- Competitive salary, generous paid time off policy, charity
match program, Medical, Dental & Vision Plans, Parental Leave,
Employee Assistance Program (EAP), 401K matching and more.
- Collaborative, team-oriented culture that embraces
- Professional development and unlimited growth
Who are we?
Gartner delivers actionable, objective insight to executives and
their teams. Our expert guidance and tools enable faster, smarter
decisions and stronger performance on an organizations most
critical priorities. Weve grown exponentially since our founding in
1979 and were proud to have nearly 16,000 associates globally that
support our 14,000+ clients in more than 100 countries.
What makes Gartner a great place to work?
Our teams are composed of individuals from different geographies,
cultures, religions, ethnicities, races, genders, sexual
orientations, abilities and generations. We believe that a variety
of experiences makes us stronger-as individuals, as communities and
as an organization. Thats why were recognized worldwide as a great
place to work year after year. Weve been recognized by Fortune as
one of the Worlds Most Admired Companies, named a Best Place to
Work for LGBTQ Equality by the Human Rights Campaign Corporate
Equality Index and a Best Place to Work for Disability Inclusion by
the Disability Equality Index. Looking for a place to turn your big
ideas into reality? Join #LifeAtGartner
What we offer:
Our people are our most valuable asset, so we invest in them from
Day 1. When you join our team, youll have access to a vast array of
benefits to help you live your life well. These resources are
designed to support your physical, financial and emotional
well-being. We encourage continued personal and professional growth
through ongoing learning and development opportunities. Our
employee resource groups, charity match and volunteer programs keep
you connected to your internal Gartner community and causes that
matter to you.
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
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
Companys 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
Job Requisition ID:61364
By submitting your information and application, you confirm that
you have read and agree to the country or regional recruitment
notice linked below applicable to your place of residence.
Gartner Applicant Privacy Link:
For efficient navigation through the application, please only use
the back button within the application, not the back arrow within
Keywords: Gartner, Arlington , Sr Director, Analyst - Sales Strategy and Go-to-Market, Executive , Arlington, Virginia
Didn't find what you're looking for? Search again!