Executive Partner - Chief Sales Officer Advisory

Overview

Executive Partner (Chief Sales Officer Advisory) at Gartner serves as a trusted advisor to senior-most Sales executives (CSOs, CROs, CCOs, CGOs, SVPs and EVPs of Sales) at Global 1000 organizations and government agencies, orchestrating Gartner research, analysts, events and peer networking to help each client define and exceed enterprise sales goals.

What you'll do

• Manage 20 to 30 senior executive member relationships and participate in account planning with Senior Client Managers and Senior Account Executives.
• Participate in all phases of the member lifecycle: pre-sale, on-boarding, relationship management, delivery, review and renewal.
• Perform annual workshops for client members and lead CSO/SVP Sales breakout sessions during annual Sales Forums.
• Execute a smooth hand-off from the sales team, regularly engage members substantively, and create complete member profiles.
• Accurately identify and document each member's Mission Critical Priorities and develop an engagement (value) plan for each client.
• Participate with Sales and Client Managers in quarterly account reviews and prepare value-added on-site engagements and member meetings.
• Maintain operational rigor in client activity in the CRM and scheduling systems.
• Retain members per Gartner Retention Metrics and contribute to growth through support of prospect cultivation, account planning, and proof-of-concept (POC) value demonstrations.
• Host and/or participate in periodic virtual member activities, including workshops, roundtables and webinars with Gartner Research.
• Support research activities such as facilitating member participation in research studies or case panels, and provide member feedback to the research organization.
• Work with research analysts to develop and deliver CSO/SVP Sales relevant research.
• Define and deliver customized value plans aligned with Gartner Sales strategy and product deliverables, and help members advance Sales maturity through research, peer networking and coaching.
• Critique client strategies, guide clients in building their organizations, and assist in developing Sales strategies, priorities and implementation planning.
• Establish and maintain working relationships with internal groups to design sustainable deliverables for clients (targeted research, personal coaching, scripted analyst sessions, event involvement).
• Direct and facilitate member peer group calls and/or meetings.

What you'll need

• Must be a senior business executive with demonstrated topic knowledge in developing and delivering overall Sales strategy, execution and performance improvement.
• Accomplished current or former SVP, EVP of Sales, CRO, CCO or CSO who has successfully led a sales function with a minimum addressable revenue base of $1 billion and a minimum Sales organization headcount of 500 people.
• University graduate with 10+ years' experience working as an 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 the Sales org.
• 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, and use of metrics.
• 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, and the ability to leverage appropriate (Gartner and other) resources to achieve business results.
• 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 and Sales savvy.
• Collaboration and team leadership.
• Sales and/or business development experience or ability with CXO level executives.
• Strong time and project management skills.

Nice to have

• Masters degree preferred.
• Experience as a Gartner client is preferred.

Details

• Location: Remote, United States.
• Reasonable estimated base salary range: 188,000 USD - 225,000 USD, plus an annual bonus plan or role-based, uncapped sales incentive plan.
• Hybrid work environment: virtual work when productive, with occasional in-person colleague gatherings.