Sr Manager, Territory Planning & Analytics

About this role:

Global Sales Strategy & Operations is a division within Gartner tasked with increasing the 5,000+ sales force productivity by partnering with stakeholders across the business to design and implement innovative solutions that meet client retention and growth goals and deliver strong returns on resource investment. The team is focused on driving analytical, technology, and process improvement solutions to some of the company's most pressing challenges.

This role is on the Territory Planning & Analytics (TP&A) team within Global Sales Strategy & Operations, which is at the center of Gartner's corporate strategy. We partner with senior leaders across the business to develop, implement and support the optimal territory investment, design and alignment strategy to maximize sales and service productivity and make it easy for sales to sell. We are searching for top talent who will help solve the sales territory optimization and investment challenges. The role applies analytics and financial modeling to large volumes of data to derive actionable insights. You will work alongside our Territory Design and Data Science teams to solve high-priority initiatives to inform investment decisions, go-to-market strategy, and improve seller experience. This is an excellent opportunity to be on a high-impact team where you can bring tangible impact to the business.

The ideal candidate will possess a deep understanding of sales strategy, financial acumen, and the ability to collaborate and partner with cross-functional teams.

What you will do:

• Strategic Territory Planning

  • Own the NPV Financial/Economic territory investment model to determine the lifetime client value and returns for all investments in our salesforce across all markets and regions.

  • Evolve the investment model to strategize how to drive double-digit revenue growth from prospect enterprises.

• Financial Analysis and Performance Measurement:

  • In partnership with FP&A and HR/People Analytics, conduct thorough financial analysis to evaluate the effectiveness of current sales investments and identify areas for improvement.

  • Utilize data-driven insights to recommend reallocation of sales territories to high-ROI areas.

  • Establish key performance indicators (KPIs) to measure the success of sales investments and track progress against targets.

  • Provide regular reports and updates to the executive team on the effectiveness of sales investments.

• Territory Operations

  • Oversee analysis initiatives, both quantitative and qualitative, to support strategic recommendations and ensure they are grounded in core business economics.

  • Drive conversations with TP&A leaders and business partners to understand Sales' current and future state needs to inform strategies and programs.

  • Lead preparation and development of executive-level meeting material and presentations.

  • Connect the dots - partner across GSSO to ensure the TP&A function stays aligned with overall GSSO strategy and initiatives; collaborate with others to stay abreast of initiatives that impact TP&A.

• Collaboration

  • Partner with sales leadership, finance, marketing, product, HR and other teams to align territory planning with overall Gartner objectives and sales forecasts.

What you will need:

• 5+ years' business experience preferably in or supporting sales operations, finance, or similar business lines

• Comprehensive understanding of sales operations, both systems and processes

• Good level of experience working with and presenting to the senior leadership level

• Knowledge of operations strategy, trends, issues, and data analysis to deliver against business objectives; ability to use judgment to analyze and evaluate varying factors to find solutions

• Ability to "see past the numbers", adapt to change, and effectively explain concepts to audiences with varying levels of experience/understanding

• Strong collaborator who brings others together to resolve problems, clarify or interpret complex information

• Demonstrated abilities in project execution

• Highly competent user of Excel and PowerPoint

What you will get:

• 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

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Who are we?
At Gartner, Inc. (NYSE:IT), we guide the leaders who shape the world.

Our mission relies on expert analysis and bold ideas to deliver actionable, objective business and technology insights, helping enterprise leaders and their teams succeed with their mission-critical priorities.

Since our founding in 1979, we've grown to 21,000 associates globally who support ~14,000 client enterprises in ~90 countries and territories. We do important, interesting and substantive work that matters. That's why we hire associates with the intellectual curiosity, energy and drive to want to make a difference. The bar is unapologetically high. So is the impact you can have here.

What makes Gartner a great place to work?

Our vast, virtually untapped market potential offers limitless opportunities - opportunities that may not even exist right now - for you to grow professionally and flourish personally. How far you go is driven by your passion and performance.

We hire remarkable people who collaborate and win as a team. Together, our singular, unifying goal is to deliver results for our clients.

Our teams are inclusive and composed of individuals from different geographies, cultures, religions, ethnicities, races, genders, sexual orientations, abilities and generations.

We invest in great leaders who bring out the best in you and the company, enabling us to multiply our impact and results. This is why, year after year, we are recognized worldwide as a great place to work.

What do we offer?

Gartner offers world-class benefits, highly competitive compensation and disproportionate rewards for top performers.

In our hybrid work environment, we provide the flexibility and support for you to thrive - working virtually when it's productive to do so and getting together with colleagues in a vibrant community that is purposeful, engaging and inspiring.

Ready to grow your career with Gartner? Join us.

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