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VP, Executive Partner - Sales

N/a, CT, USA | Leading Technology Company

  • Industry:
    Management Consulting
  • Position Type:
  • Functions:
    General Management
  • Experience:
    10-12 years
Job Description:
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Job Description:


 


What makes Gartner a GREAT fit for you? When you join Gartner, you’ll be part of a fast-growing team that helps the world become smarter and more connected. We’re the world’s leading research and advisory company, achieving consistent double-digit growth by steering clients toward the right decisions with business and technology insights they can’t find anywhere else. Our associates enjoy a collaborative work environment, exceptional training and career development — as well as unlimited growth opportunities. If you like working with a curious, supportive, high-performing team, Gartner is the place for you.


Work At Home - Flexible U.S. locations


What makes Gartner for Sales Leaders a GREAT fit for you?


When you join Gartner for Sales Leaders, you ll set your career on track for outstanding achievement with a company that knows no limits. We re the leader in our industry, achieving double-digit growth by helping clients make the right decisions with business and technology insights they can t find anywhere else. Gartner Executive Sales Partners serve as trusted advisors to our members (clients) who are CSOs from Global 1000 organizations and government agencies.


Our Associates enjoy a collaborative work environment, exceptional career development as well as unlimited growth potential. If you like working with a generous, supportive, high-performing team, Gartner is where you want to be.


About this role:


The Executive Sales Partner s (ESP) role is to engage each member-client, and to help him/her identify key initiatives and to achieve specific enterprise goals.


Partnering with the member can include activities such as: defining, developing, coaching and/or critiquing strategies; helping develop and/or transform their organizations; assisting/advising with the development and execution of vision & strategy; aggregating and delivering Gartner research insights on key initiatives, priorities, and implementations; and in general, becoming a consigliore for the SVP, EVP or CSO. With the support of their ESP, our clients are able to achieve their goals more quickly and more cost effectively and with a higher assurance of success.


What you ll do:


Relationship Management


 


The ESP manages 25 to 30 senior executive member relationships, and participates in account planning with Senior LCMs and Senior Account Executives. These three individuals collectively and individually have responsibility for each assigned account.


The ESP participates in all phases of the member lifecycle: pre-sale, on-boarding, relationship management, delivery, review and renewal.


The ESP performs onsite workshops to the client member. EP leads CSO activities at the annual Gartner Sales Executive Conference and leads CSO breakout sessions during (2) annual Sales Forums.


Success is defined by:


Executing a smooth hand-off from the sales team


Regularly engaging the member in a substantive manner


Creating a complete member profiles


Partnering with Sales, Research and Service to delight the client


Accurately identifying the member s Mission Critical Priorities


Developing a relevant, complete engagement (value) plan


Participating (with Sales and LCMs) in quarterly account reviews


Preparing value-added on-site engagements and member meetings


Sales and Marketing Support


The ESP is responsible for member retention and for contributing toward growth in the region through direct support of Gartner Sales in prospect cultivation, account plan development and value demonstration activities


 


Onsite Interactions


The ESP is responsible for hosting and /or participating in periodic onsite member activities, including workshops, research analyst visits (where appropriate), roundtables and webinars (in collaboration with Gartner Research)


Research Support


The ESP supports research activities, such as facilitating member participation in research studies or case panels.


The ESP will be aligned with and leverage Gartner research positions and initiatives as well as provide feedback from the member base to the research organization.


The ESP works with research analysts to develop and deliver CSO relevant research.


Program Delivery


Define and deliver innovative solutions by assessing member needs and developing a customized value plan in accordance with overall Gartner Sales strategy and Gartner Sales product deliverables.


Work with members in Business Services, Pharmaceuticals, Industrial Manufacturing, Insurance, Telecomm, and Financial Services to further their levels of Sales maturity through delivery of research, peer networking, and coaching.


Critique client strategies, guide clients in building their organizations, and assist in developing sales strategies, establishing priorities, and planning for implementation around key sales initiatives.


Establish and maintain working relationships with various internal groups to create a comprehensive, well designed sustainable set of key deliverables for clients (including targeted research, personal coaching sessions, scripted analyst sessions, involvement with appropriate events, etc.)


Direct and facilitate member peer group calls and/or meetings


Content Development and Management


Participate in presentations, panels and workshops


Participate in relevant research communities to keep topic area knowledge current and share member experiences with analysts


Facilitate member interaction and collaboration through the Sales community portal and assisted member connections


Lead and participate in local events and roundtables


 


 


What you ll need:


Subject Matter Expertise


The ESP must be a senior business executive and have demonstrated topic knowledge in developing and delivering overall Sales strategy, execution and performance improvement. The ESP will be an accomplished current or former SVP, EVP of Sales or CSO, with a broad base of expertise that has operated at a senior leadership level and driven change at all levels.


The ESP is responsible to retain clients in accordance with established Gartner Retention Metrics. In addition, to work closely with Sales to vet and closenewCSO business.


Other requirements


A university graduate(Masters preferred) with 10+ years experience working as a SVP, EVP or CSO or in a senior management role in a Sales Executive level capacity; or 5+ years in the capacity with 5+ years in another Sales Executive role


An in-depth understanding of the Sales Function and the role of the CSO (including leadership, operations management, strategy and trends, use of metrics, etc.)


In depth understanding of the business value of Sales and the alignment of Business and Sales strategies.


Critical thinking and problem solving skills to assess member situations and provide actionable, outcome-based business advice, and the ability to leverage appropriate (Gartner and other) resources to help clients achieve business results


Ability to lead and manage ambiguous situations


Candidates must have excellent interpersonal skills; with a healthy dose of humility and experience working with C level executives. This individual should have strong reflective listening skills and the ability to adjust to client cues and needs


Superior verbal and written communication skills and strong facilitation and presentation skills


Sales and / or business development experience or ability with CXO level executives


Strong time/project management skills


Initial Travel restricted to US and Canada; 50 - 60% travel


What we offer:


In addition to an outstanding work environment with excellent growth potential, Gartner for Sales Leaders provides exceptional compensation and benefits, including:


Competitive base salary


Annual bonus potential


Excellent benefits package


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