Executive Partner - Chief Revenue/Sales Officer Advisory - Large Enterprise

Gartner is the world’s leading research and advisory company, helping businesses make informed decisions. The Executive Partner serves as a trusted advisor to senior sales executives, helping them to define and exceed their enterprise goals through strategic insights and support.

Responsibilities:

• The EP manages 20 to 30 senior executive member relationships and participates in account planning with Senior Client Managers and Senior Account Executives. These three individuals collectively and individually have responsibility for each assigned account
• The EP actively participates in all phases of the member lifecycle: pre-sale, on-boarding, relationship management, delivery, review and renewal
• The EP performs annual workshops for client member and leads CSO/SVP, Sales breakout sessions during annual Sales Forums
• Executing a smooth hand-off from the sales team
• Regularly engaging the member in a substantive manner
• Creating a complete member profile
• Partnering with Sales, Research and Service to delight the client
• Accurately identifying and documenting the member’s Mission Critical Priorities
• Developing an engagement (value) plan for each client
• Participating (with Sales and Client Managers) in quarterly account reviews
• Preparing value-added on-site engagements and member meetings
• Operational rigor in maintaining client activity in our CRM and scheduling systems
• The EP is 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
• The EP is responsible for hosting and /or participating in periodic virtual member activities, including workshops,, roundtables and webinars (in collaboration with Gartner Research)
• The EP supports research activities, such as facilitating member participation in research studies or case panels. The EP will be aligned with and leverage Gartner research positions and initiatives as well as provide feedback from the member base to the research organization. The EP works 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

Requirements:

• The EP must be a senior business executive and have demonstrated topic knowledge in developing and delivering overall Sales strategy, execution and performance improvement
• The EP will 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, the EP must have a broad base of expertise that has operated at a senior leadership level and driven change at all levels
• The EP is responsible to retain clients in accordance with established Gartner Retention Metrics. In addition, to 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
• 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
• 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
• POSITION IS REMOTE AND CAN BE BASED ANYWHERE IN THE UNITED STATES. MUST HAVE PRIOR EXPERIENCE AS THE MOST SENIOR SALES LEADER WITHIN THE ORGANIZATION (CSO/SVP/EVP, CRO/CCO...)
• Experience as a Gartner client is preferred