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Role Description

When you join Gartner for Chief Sales Officers (CSO), you’ll set your career on track for outstanding achievement with a company that knows no limits. Gartner Executive CSO Partners serve as trusted advisors to our members (clients) who are CSOs or SVPs of Sales from Global 1000 organizations and government agencies. In this role, you’ll be further expanding your knowledge of cutting-edge research and trends in the sales function along with your own experience base and personal network.

The Executive Partner’s (EP) role is to serve as a trusted advisor to our senior-most Sales executive clients (Chief Sales/Growth/Revenue/Commercial Officers) and deliver exceptional value by orchestrating the full capability of Gartner (research, analysts, events, and peer networking) to help each member-client define and exceed their specific enterprise goals.

What you’ll do:

• Relationship Management:
  • The EP manages 20 to 30 senior executive member relationships and participates in account planning with Senior Client Managers and Senior Account Executives.
  • The EP actively participates in all phases of the member lifecycle: pre-sale, onboarding, relationship management, delivery, review, and renewal.
  • The EP performs annual workshops for client members and leads CSO/SVP Sales breakout sessions during 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 profile.
  • Partnering with Sales, Research, and Service to delight the client.
  • Accurately identifying and documenting the member’s Mission Critical Priorities.
  • Developing an engagement (value) plan for each client.
  • Participating (with Sales and Client Managers) in quarterly account reviews.
  • Preparing value-added on-site engagements and member meetings.
  • Operational rigor in maintaining client activity in our CRM and scheduling systems.
• Sales and Sales Support:
  • The EP is responsible for member retention and for contributing to growth through support of sales in prospect cultivation, account planning/development, and value demonstration activities delivered through proof-of-concept (POC) engagements.
• Client Interactions:
  • The EP is responsible for hosting and/or participating in periodic virtual member activities, including workshops, roundtables, and webinars (in collaboration with Gartner Research).
• Research Support:
  • The EP supports research activities, such as facilitating member participation in research studies or case panels.
  • The EP 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 EP works with research analysts to develop and deliver CSO/SVP Sales 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 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.

Qualifications

• The EP must be a senior business executive with demonstrated topic knowledge in developing and delivering overall Sales strategy, execution, and performance improvement.
• The EP will be an accomplished current or former SVP, EVP of Sales, CRO, CCO, or CSO that has successfully led a sales function with a minimum addressable revenue base of $1 billion and a minimum headcount of 500 people within their Sales organization.
• The EP must have a broad base of expertise that has operated at a senior leadership level and driven change at all levels.

Requirements

• A university graduate (Masters preferred) with 10+ years' experience working as a SVP, EVP, CRO, CGO, CCO, or CSO with an addressable revenue base of at least $1 billion and a team of at least 500 people within their Sales org.
• An in-depth understanding of the Sales Function and the role of the CSO/CRO/CGO/CCO (including leadership, enablement, operations management, compensation, strategy and trends, use of metrics, etc.).
• In-depth understanding of the business value of Sales and the alignment of Business, Marketing, and Sales strategies.
• Critical thinking and problem-solving skills to assess member situations and provide actionable, outcome-based business advice.
• Ability to lead and manage ambiguous situations.
• Excellent interpersonal skills; with a healthy dose of humility and experience working with C-level executives.
• 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.
• Energetic, sales savvy, and collaborative with team leadership experience.
• Strong time/project management skills.
• Experience as a Gartner client is preferred.

Benefits

• World-class benefits and highly competitive compensation.
• Disproportionate rewards for top performers.
• Flexibility and support for a hybrid work environment.
• Generous PTO and a 401k match up to $7,200 per year.
• Opportunity to purchase company stock at a discount.