Sr. Manager, Sales Process Operations
The Sr. Manager, Sales Process Operations is part of the Global Sales & Services Technology (GSST) team in GSSO. This team encompasses Digital Product Management, Sales Process, User Experience and Sales Technology.
The Sales Process team is at the center of powering Gartner’s Sales machine, refining and improving processes and identifying and scaling best practices to improve seller productivity and experience. Additionally, there will be greater focus on account team processes and tools, with the goal of improving account collaboration, strategy and execution.
This role will focus on documenting, refining, and designing sales (and account team) processes geared towards improving productivity and the overall seller experience. You will partner closely with GSSO teams, Sales, and Team NCVI partners to drive consistency in processes that will guide the design and prioritization of features in Gartner’s CRM platform, sales tools, and their related technology roadmaps. There will be specific work around our AI technologies align with Sales processes effectively.
What you’ll lead:
- Become an expert in Gartner’s end-to-end sales processes, account collaboration and general best practices in the context of business priorities and go-to-market strategies.
- Work closely with all members of Gartner’s Global Sales Strategy & Operations (GSSO) team, sales leaders, and Team NCVI to identify process pain points and areas of opportunity to improve seller productivity and efficiency.
- Conduct workshops, surveys and/or focus groups to gather Sales feedback to determine systems or process enhancements.
- Partner with the Sales/Marketing/ Services/Other Technology teams to understand interdependencies and design the ideal sales processes in the appropriate technology platform.
- Collaborating with product owners and UX to ensure business perspective is considered in the development of our technology tools.
- Helping lead and define how AI enablement fits within the sales and account team processes, in partnership with product owners, GSSO teams and Team NCVI.
- Partner with product owners to ensure appropriate relative prioritization of process enhancements in the technology backlog and Agile delivery scrum teams.
- Partner with the Change Management team to build strategy and content for global Sales training and iterate content as needed.
- Participate in or lead workstreams for other GSSO-led projects that impact the selling process and/or Gartner’s CRM tool.
What you’ll need:
- 7+ years of experience with mix across sales, business operations, technology or analytics; ideally 2+ years of sales experience
- A process-driven and highly structured professional with the ability to simplify complex problems, communicate effectively and drive execution.
- Detail oriented with the ability to synthesize large amounts of data, conceptualize process design or reengineering needs in the context of Gartner’s best practices.
- Has a deep understanding of Gartner’s sales organization – what salespeople do, how they interact with current processes, technology etc.
- Experience managing or auditing business process in a professional setting, ideally in a consultative environment.
- Strong executive presence, stakeholder management and proven ability to influence.
- Curiosity and intellect, combined with excellent facilitation and active listening skills.
- Prior experience in business process modeling, value-stream analysis.
- Strong project management and organizational skills.
- Exceptional written and verbal communication skills.
- Proficient Excel and PowerPoint required.
- Salesforce experience preferred.
- Working knowledge of SAFe or Agile framework.
What you will get:
- Competitive salary, generous paid time off policy, charity match program, Medical, Dental & Vision Plans, Parental Leave, Employee Assistance Program (EAP), 401K matching, and more!
- Collaborative, team-oriented culture that embraces diversity.
- Professional development and unlimited growth opportunities.
Gartner believes in fair and equitable pay. A reasonable estimate of the base salary range for this role is 94,000 USD - 134,000 USD. Please note that actual salaries may vary within the range, or be above or below the range, based on factors including, but not limited to, education, training, experience, professional achievement, business need, and location. In addition to base salary, employees will participate in either an annual bonus plan based on company and individual performance, or a role-based, uncapped sales incentive plan. Our talent acquisition team will provide the specific opportunity on our bonus or incentive programs to eligible candidates. We also offer market leading benefit programs including generous PTO, a 401k match up to $7,200 per year, the opportunity to purchase company stock at a discount, and more.
