VP, Member Acquisition (Chief Sales Officer advisory)

Gartner for Chief Sales Officers (GCSO) is growing rapidly and is looking to hire an Executive Partner focused on Member Acquisition.

Advisory Practice Background:

Gartner for Chief Sales Officers helps CSO's navigate the opportunities, challenges and priorities facing the sales function and organization today. From rapidly changing technology, talent shortages and skill mismatches, to process improvements, cost optimization and digital transformation the CSO needs to be able to keep pace with the evolving nature of the function and drive transformation to deliver impact to the organization. Gartner for CSO's is one of the fastest growing advisory services in Gartner's portfolio and it plays an instrumental role in helping our clients navigate and succeed during critical times through robust benchmarks, validated labor data, tactical tools and peer sourced best practices including tailored advice from former CSO's to support informed decisions, executing initiatives quickly and being a successful CSO. Our Executive Partners for Member Acquisition help to fuel and support that growth.

Member Acquisition Role:

The Member Acquisition role is an amazing opportunity for a talented CSO to leave the C-Suite but stay firmly in the game in a capacity that amplifies one's impact on the field of Sales and leadership. This role will be responsible for growing the Gartner for CSO business and partnering with the service delivery team and sales to identify, engage and demonstrate the value of the Gartner for CSO offerings to prospective CSO's and other Senior Sales executives. This role will provide some direct client support, but primarily will focus on helping to shape and manage our prospect pipeline and demonstrate the value of our service to prospective CSO clients and their teams via Proof of Concept (POC).

What you will do:

• Engage with CSO's from the world's leading companies and organizations and make Gartner insights come alive for them.
• Actively meet with CSOs and help Gartner Sales & Service Delivery teams better understand their mission critical priorities and how Gartner for CSOs can help them and their teams achieve their priorities
• The Member Acquisition role within GCSO is uniquely positioned to educate and support Sales on new business opportunities.
• You will act as a coach to the Sales Team to help close and qualify new and current clients and to educate them on the true value proposition of the CSO service, helping to "bring it to life" with client value stories
• You will actively participate in the strategic account planning process to determine growth opportunities
• You will conduct Proof of Concept Calls, and help to define and prepare Service Kick-Offs (essentially transitioning the clients to a Service Delivery associate going forward)
• Whilst you are not solely responsible for selling the GCSO service, you need to be comfortable in a Sales-led environment and find motivation from being in front of prospective clients on a regular basis.
• Partner with the Executive Partner for GCSO Team, Sales, Product Marketing, and Research teams to develop and engage in the GCSO go-to-market strategy.
• Provide POC reporting; POC conducted conversion rates, continuous improvement programs and insights as it relates to GCSO growth activities.

What you will need:

• 20+ years working in a senior management role in a Sales capacity and must have held the Chief Sales Officer, or equivalent, role for a large organization.
• In-depth understanding of all aspects of the sales function & sales transformation activities:
  • Strategy
  • Organization Design
  • Processes Improvements / Digitization
  • Technology
  • Sales Talent & Skills
  • Board Leadership
  • CSO Personal Impact & Effectiveness
  • Cost and Capital Management
  • Data & Analytics
• A history of leading sales transformation initiatives
• Must have experience across a diverse set of industries
• Experience in the Fortune 500 is highly valued
• Experience in a Sales-focused role (preferably within a consulting environment), and a strong understanding of sales metrics is highly preferred
• A history of coaching, presenting and collaborating at a senior level (C-level preferable)
• Candidates must have excellent interpersonal skills; with a healthy dose of humility and experience working with C level executives. This individual should have strong reflective listening skills and the ability to adjust to client cues and needs
• Collaboration and ability to influence
• Strong time / project management skills / must be detail oriented

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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