Sr Manager, Territory Planning

About This Role Global Sales Strategy & Operations is a division within Gartner tasked with increasing the 5,000+ salesforce productivity by partnering with stakeholders across the business to design and implement innovative solutions that meet client retention and growth goals. The team focuses on driving analytical, technology, and process improvement solutions to the company's most pressing challenges. This role is on the Territory Planning & Analytics (TP&A) team, where you will partner with senior leaders to develop and support optimal territory investment and alignment strategy to maximize sales and service productivity. You will apply analytics and financial modeling to large volumes of data to derive actionable insights and drive high-priority initiatives that inform investment decisions, go‑to‑market strategy, and seller experience. Responsibilities Strategic Territory Planning Own the NPV financial/economic territory investment model to determine 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 success of sales investments and track progress against targets. Provide regular reports and updates to the executive team on 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. Collaboration Partner with sales leadership, finance, marketing, product, HR, and other teams to align territory planning with overall Gartner objectives and sales forecasts. Qualifications 5+ years of 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 senior leadership. Knowledge of operations strategy, trends, issues, and data analysis to deliver against business objectives. Ability to “see past the numbers,” adapt to change, and explain concepts to audiences with varying levels of experience. Strong collaborator who brings others together to resolve problems. Demonstrated abilities in project execution. Highly competent user of Excel and PowerPoint. Benefits 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. Job Requisition ID: 105262 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 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 Company’s 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 ApplicantAccommodations@gartner.com. #J-18808-Ljbffr