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Sr Director, Analyst - Sales Strategy and Go-to-Market

Company: Gartner
Location: Arlington
Posted on: November 21, 2022

Job Description:

  • 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 performance.
    • 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 value.
    • 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 terrain.
    • 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 expert.

      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 more.
      • 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 diversity.
        • Professional development and unlimited growth opportunities.



          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 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 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.

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Keywords: Gartner, Arlington , Sr Director, Analyst - Sales Strategy and Go-to-Market, Executive , Arlington, Virginia

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