About this role:
The Vice President, GBS Design is a senior leader within the Territory Planning & Analytics (TP&A) team and a key member of the Territory Design leadership group. TP&A defines the territory investment, design and alignment strategy that determines where and how Gartner deploys its sales and services capacity to maximize productivity, growth and seller experience.
This leader is accountable for the design of the Global Business Services (GBS) go-to-market model: the coverage, segmentation and capacity decisions that govern how GBS teams engage clients and how they work alongside Sales and Services. Acting as the internal strategy partner to executive leadership, the VP translates enterprise growth ambitions into coverage models, investment priorities and operating standards that can be executed consistently across regions and builds the team and the credibility to make those decisions stick.
What you'll lead:
• Set the strategy. Own the multi-year vision, design principles and roadmap for GBS territory and coverage design, aligned to Gartner's growth strategy and enterprise investment priorities.
• Shape investment decisions. Guide executive decisions on capacity, segmentation and coverage tradeoffs, grounded in rigorous financial modeling, territory economics and market opportunity assessment, and be accountable for the business outcomes those decisions produce.
• Advise the C-suite and senior leadership. Serve as a trusted thought partner to Sales, Services and Finance executives. Frame complex tradeoffs, bring a clear point of view, and secure alignment on decisions that cut across business units and regions.
• Lead and develop a high-performing team. Build, coach and grow a team of senior leaders and analytical talent. Set a high bar for quality, develop the next generation of leaders, and create an environment of ownership, curiosity and accountability.
• Drive enterprise-wide execution. Own end-to-end delivery of major cross-functional initiatives, from design through pilot, rollout and adoption. Partner with Sales Ops, Finance, Data Science, Technology and regional leaders to remove obstacles and land change at scale.
• Test before scaling. Design and sponsor pilots that validate feasibility and economics, define clear success measures, and make evidence-based decisions on what to scale, adapt or stop.
• Balance global standards with local reality. Establish globally consistent standards and governance while accounting for the needs of the individual seller, the senior leader and regional differences.
• Build analytical and decision infrastructure. Champion the data, models, systems and tools (including Salesforce and Power BI) that enable transparent, repeatable and scalable territory decisions.
• Foster a culture of continuous innovation. Challenge the status quo, identify new ways to improve sales productivity and efficiency, and institutionalize what works.
• Represent the function. Communicate strategy, progress and results to senior leadership forums with clarity and executive presence.
What you'll need:
• Bachelor's degree required; MBA or other advanced degree preferred.
• 12+ years of progressive experience in strategy consulting, sales strategy, sales or go-to-market (GTM) operations, analytics, or corporate strategy, including significant experience leading teams and managing leaders.
• Proven track record of shaping and delivering enterprise-level go-to-market, territory, coverage or capacity strategy in a large, global, matrixed organization.
• Strong financial acumen, with the ability to build and interrogate business cases and economic models and to translate analysis into clear, defensible recommendations.
• Demonstrated success influencing and negotiating with senior executives, building consensus across competing priorities, and driving outcomes beyond your own reporting line.
• Executive presence and exceptional communication skills, with the ability to establish credibility quickly and distill complexity into compelling narratives for senior audiences.
• Experience leading complex, multi-functional transformation and change programs through ambiguity, from concept to measurable results.
• Technical fluency with large data sets, enterprise systems and analytical tools; working knowledge of Salesforce and Power BI is a plus.
• A builder and developer of talent who leads with humility, perseverance and a positive outlook.
• Intellectual curiosity and a pragmatic, creative approach to solving sales and go-to-market problems, balancing big-picture strategy with attention to detail and quality.
What you will get:
• Competitive salary, generous paid time off policy, charity match program, Medical, Dental & Vision Plans, Parental Leave, Employee Assistance Program (EAP), 401(k) matching, and more.
• A highly visible leadership role with direct impact on Gartner's growth and go-to-market strategy.
• A collaborative, team-oriented culture that embraces diversity.
• Professional development and unlimited growth opportunities.
Job Requisition ID:114967
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