Description:
The High-Tech Sales Leadership Expert is not a salesperson, but rather an industry thought leader on how to build and manage sales organizations for software and IT services companies. As a Gartner Analyst, the Expert performs independent research, creates published content including market predictions and best practices, and serves as a trusted advisor to senior leaders of technology vendor organizations.
What you will do:
- Create innovative, thought provoking, and highly leveraged “must-have research” content that advises Tech CEOs and senior executives how to improve their business results. ***This role requires a high level of proficiency in long form written communication.***
- Advise Tech CEOs and senior executives on strategic decisions to help them establish and scale their organizations.
- Develop in-depth analyses to identify the root causes of a client’s challenges or overall needs and reframe thinking to drive the client’s strategy forward
- Research, analyze and predict market trends and shifts to provide clients with actionable insights, including how to adopt innovative sales approaches and how to effectively incorporate generative AI into sales processes
- Provide clients and prospects with actionable advice via virtual or face-to-face interactions
- Create and deliver high value presentation materials for Gartner events, industry and professional association conferences, and client briefings
- Provide sales support to help drive engagement with prospects and clients
- Provide high quality and timely peer review of colleagues’ research content
- Build credibility as an industry expert to represent Gartner research, methodology and strategy
- Actively participate in innovation, ideation, and research discussions and collaborate effectively with peers within the Gartner research community
- Identify research process improvements or develop new processes that help the Gartner team provide excellent service delivery
- Be a mentor and a coach by supporting more junior team members
What you will need:
- Bachelor’s degree and 12 years of experience in a related field or an equivalent combination of education and experience
- 5 Years of experience in early or growth stage technology companies (organizations with less than $250M in annual revenue)
- Subject matter expertise in many or all of the following:
- Sales methodologies
- Sales metrics and management
- Selling through partners
- Demand generation
- RevTech (revenue technology)
- Buyer behavior
- Generative AI impact on sales
- Innovative approaches for sales success
- Deep intellectual curiosity about the best approaches for success in the tech industry
- Demonstrable executive presence; can immediately establish credibility with executives and other stakeholders
- Strong organizational skills: ability to work under tight deadlines and produce high quality deliverables
- Excellent independent research skills
- Recent experience that required documenting ideas in writing, and ability to communicate logical arguments clearly and effectively in written form
- Ability to engage clients and respond effectively to spontaneous questions
- Proficient in analyzing and synthesizing data; can effectively apply patterns and frameworks while drawing and defending conclusions to client challenges
- Strong communicator; able to explain complex concepts concisely and simply
- Comfortable presenting in-person or via webinar to audiences of 100 or more
- Strong business and financial acumen
- Deep understanding of the global technology industry and vendor landscape
- Ability to work independently, while also being intrinsically motivated to collaborate across teams and support the workflow of others, in a multicultural global team
- Adept at learning new concepts and agile in navigating highly matrixed environments
- Willingness and ability to travel up to 15%
- Direct experience in the role of CEO, founder, CRO/VP of Sales, CMO/VP of Marketing or CPO/VP of Product is preferred
- Consulting experience is preferred
- MBA preferred