Executive Partner - Chief Sales Officer Advisory

Gartner•Remote - Connecticut, CT

4d•$188,000 - $225,000•Hybrid

About The Position

Gartner Executive CSO Partners serve as trusted advisors to our members (clients) who are CSOs or SVPs of Sales from Global 1000 organizations and government agencies. In this role, you’ll be further expanding your knowledge of cutting edge research and trends in the sales function along with your own experience base and personal network. 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.

Requirements

Must be a senior business executive and have demonstrated topic knowledge in developing and delivering overall Sales strategy, execution and performance improvement.
Must be an accomplished current or former SVP, EVP of Sales, CRO, CCO or CSO that has successfully led a sales function with a minimum addressable revenue base of $1 billion and a minimum headcount of 500 people within their Sales organization.
As a C-Suite executive, must have a broad base of expertise that has operated at a senior leadership level and driven change at all levels.
Responsible to retain clients in accordance with established Gartner Retention Metrics.
Work closely with Sales to vet and close new business.
A university graduate (Masters preferred) with 10+ years' experience working as a 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 their Sales org.
An 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, use of metrics, etc.).
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 help clients achieve business results.
Ability to lead and manage ambiguous situations.
Must have 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.
Sales savvy.
Collaboration and team leadership.
Sales and / or business development experience or ability with CXO level executives.
Strong time/project management skills.

Nice To Haves

Experience as a Gartner client is preferred.

Responsibilities

Serve as a trusted advisor to senior-most Sales executive clients (Chief Sales/Growth/Revenue/Commercial Officers) and deliver exceptional value by orchestrating the full capability of Gartner (research, analysts, events and peer networking) to help each member-client, define and exceed their specific enterprise goals.
Work with clients to define, develop, prioritize and/or critique sales strategies (including go-to-market) and tactics.
Develop and/or transform overall skills and capability within the sales organization.
Assist with the development and execution of functional elements like channel design, compensation architecture, etc.
Aggregate and deliver Gartner research insights on key initiatives, priorities, and implementations.
Become a trusted advisor for the SVP, EVP or CSO.
Partner with the client to develop and execute a workplan and timeline to deliver the client’s most critical initiatives.
Manage 20 to 30 senior executive member relationships and participate in account planning with Senior Client Managers and Senior Account Executives.
Actively 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.
Be responsible for member retention and for contributing to growth through support of sales in prospect cultivation, account planning/development and value demonstration activities delivered through proof-of-concept (POC) engagements.
Host and/or participate in periodic virtual member activities, including workshops, roundtables and webinars (in collaboration with Gartner Research).
Support research activities, such as facilitating member participation in research studies or case panels.
Align with and leverage Gartner research positions and initiatives as well as provide feedback from the member base to the research organization.
Work with research analysts to develop and deliver CSO/SVP Sales relevant research.
Define and deliver innovative solutions by assessing member needs and developing a customized value plan in accordance with overall Gartner Sales strategy and Gartner Sales product deliverables.
Work with members to further their levels of Sales maturity through delivery of research, peer networking, and coaching.
Critique client strategies, guide clients in building their organizations, and assist in developing Sales strategies, establishing priorities, and planning for implementation around key Sales initiatives.
Establish and maintain working relationships with various internal groups to create a comprehensive, well designed sustainable set of key deliverables for clients (including targeted research, personal coaching sessions, scripted analyst sessions, involvement with appropriate events, etc.).
Direct and facilitate member peer group calls and/or meetings.