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Strategic Sales Territory Planner

1 month ago

Stamford, Connecticut, United States Gartner Full time
About the Role:

This leadership position sits within the Global Sales, Strategy & Operations (GSSO) division to maximize sales productivity across all segments and markets globally. The successful candidate will develop, implement, and support the optimal sales territory investment, design, and alignment strategy.

The role will partner with business leaders across Gartner to support a sales force composed of over 3,500 associates who sell to the technology function across client enterprises and manage more than $4 billion in revenue. The individual will lead a global team and be responsible for leading the strategic planning, development, and implementation of sales territories to optimize sales coverage, drive revenue growth, and ensure equitable distribution of opportunities among sales teams.

Key Responsibilities:
  • Strategic Territory Planning:
    • Lead the design, execution, and ongoing optimization of sales territories, ensuring alignment with Gartner's goals and sales strategy.
    • Analyze market trends, accounts data, and competitive landscape to create data-driven territory plans that maximize market penetration and revenue potential.
    • Develop and implement metrics and KPIs to evaluate the effectiveness of territory design and adjust strategies as needed.
    • Own the NPV Financial/Economic territory investment model to determine the lifetime client value and returns for all investments in sales force across all markets and regions.
    • Serve as a key advisor to senior leadership on sales headcount planning and territory design, providing insights and recommendations based on data-driven analysis.
  • Leadership & Collaboration:
    • Build and lead a talented, highly engaged global team of 20-30 professionals, providing mentorship, guidance, and development opportunities to ensure high performance and professional growth.
    • Partner with sales leadership, finance, marketing, product, HR, and other teams to align territory planning with overall Gartner objectives and sales forecasts.
Requirements:
  • 12+ years of leadership experience with a focus on Sales Strategy, Sales Territory Design, Analytics, or Consulting.
  • Must have an MBA and/or management consulting experience.
  • Must have prior experience working closely with sales leadership.
  • Experience collaborating with and leading teams in a high-performance culture.
  • Entrepreneurial mindset, with proven ability to coach and be coached and thrive on a fast-paced team where ideas and feedback are shared openly.
  • Exceptional analytical skills, including proficiency with Microsoft Excel, relational databases, as well as familiarity with predictive modeling, statistics, and statistical tools.
  • Strong written and verbal communications.
  • Demonstrated ability to form trust-based relationships with both senior leaders and internal partners.
  • Ability to learn quickly, break down, and quickly understand complex business processes, and comfort working with ambiguity.
  • Ability to multi-task and prioritize workload based on business impact in a fast-paced environment.