Manager, Territory Planning

Global Sales Strategy & Operations (GSSO) is the team that helps shape Gartner's mission-critical sales priorities and works with sales leaders to drive tactical and analytical insights. As an associate on the GSSO team, you'll be at the forefront of the ongoing transformation of Gartner's sales force, which delivers approximately $4.9B in annual revenue and working to drive sustained double-digit growth. You will partner with business leaders across Gartner to support a global sales force comprised of more than 5,000 associates who sell to every major function, industry and market sector around the world.

About the role:

The role is part of the Territory Planning & Analytics (TP&A) team in GSSO. The TP&A team is focused on designing the optimal territory investment, design and alignment strategy to maximize Sales (and Services) productivity. The Manager will be joining the New Assignment Team. The primary objective of this team is to ensure that accounts are validated and routed to the appropriate sales representative based on secondary research into company firmographic data.

The Manager will be a strategic partner to sales leaders within Gartner Research Sales that sells research products to C-level executives across all practice areas and is a key driver of Gartner's growth. The Manager will collaborate closely with GSSO leaders across the business to implement and support optimal territory investment, design, and alignment strategies to maximize sales productivity and experience. Additionally, the manager will oversee a team of 3-4 associates, focusing on account assignments to sales associates.

What you will lead:

Sales Territory Operations

• Oversee business-critical account assignment operations to boost sales productivity.

• Understand and enforce the sales strategy and Rules of Engagement, approving or escalating issues as appropriate.

• Ensure timely and accurate NSA assignments while continuously improving the process.

• Drive and support continuous improvement initiatives to enhance operational efficiency.

Stakeholder Partnership

• Partner with sales leaders to provide strategic support across all territory planning and analytics-related projects.

• Drive and support continuous improvement initiatives to enhance operational efficiency.

• Partner with other team within GSSO and work in conjunction to ensure best seller experience and increased productivity.

People Management

• Drive and support continuous improvement initiatives to enhance operational efficiency.

• Successfully manage and develop associates to enhance their skills and performance.

• Document processes and coordinate cross-training to ensure operational consistency and resilience.

Reporting and Analytics

• Analyse regional data and metrics to identify trends and opportunity areas at various levels (e.g., region, industry, practice).

• Conduct regular analyses to ensure teams positively impact sales productivity and improve the overall experience.

What you will need:

• MBA with 6+ years of experience in Client Management, Sales, or Service Operations.

• Proficiency in Microsoft Office, especially Excel and PowerPoint; knowledge of Power BI/Macros is a plus.

• Ability to thrive in a fast-paced, deadline-driven, and dynamic team environment.

• Strong time management skills to prioritize workload and meet deadlines with accurate results, even in high-pressure situations.

• Demonstrated leadership and problem-solving skills with a proven track record of driving initiatives.

• Experience working with large datasets from multiple sources.

• Excellent oral and written communication skills.

• Confidence in communicating and presenting to diverse audiences at various organizational levels and cultures.

What you will get:

• Competitive salary, generous paid time off policy and more

• India: Group Medical Insurance, Parental Leave, Employee Assistance Program (EAP)

• Collaborative, team-oriented culture that embraces diversity

• Professional development and unlimited growth opportunities

#GSSO #LI-AS14

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 insight, helping enterprise leaders and their teams succeed with their mission-critical priorities.

Since our founding in 1979, we've grown to more than 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 sustained success creates limitless opportunities for you to grow professionally and flourish personally. We have a vast, virtually untapped market potential ahead of us, providing you with an exciting trajectory long into the future. 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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