VP, GBS Territory Design

About GSSO
Global Sales & Services Operations (GSSO) shapes Gartner's mission-critical sales and services priorities and partners with senior leaders to turn analytical insight into action. GSSO sits at the forefront of the ongoing transformation of Gartner's sales and services organizations, which deliver approximately $4.9B in annual revenue, are working to drive sustained double-digit growth, and comprise nearly 9,000 associates selling to and servicing every major function, industry and market sector around the world.

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.
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 business and technology insights, helping enterprise leaders and their teams succeed with their mission-critical priorities.

Since our founding in 1979, we’ve grown to 20,000 associates globally who support over 13,000 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 vast, virtually untapped market potential offers limitless opportunities – opportunities that may not even exist right now – for you to grow professionally and flourish personally. 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.

Gartner is the world authority on AI

At Gartner, you’ll join a company at the very center of the AI revolution. Gartner has proactive, objective guidance throughout clients’ AI journeys. We set the standard for how organizations leverage artificial intelligence to drive meaningful impact. You’ll have access to unmatched resources, expertise, and technology, and play a key role in helping Gartner and our clients innovate and grow as we leverage AI to transform business and technology landscapes.

It’s an exciting time to be at Gartner, with limitless opportunities to make a real impact, grow your skills, and build a lasting, meaningful career in a field that’s reshaping the way we operate. If you’re passionate about AI and want to be part of a team that’s guiding the leaders who shape the world, Gartner is the place for you.

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.

Gartner believes in fair and equitable pay. A reasonable estimate of the base salary range for this role is 164,000 USD - 226,000 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.
The policy of Gartner is to provide equal employment opportunities to all applicants and employees without regard to race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status and to seek to advance the principles of equal employment opportunity.

Gartner is committed to being an Equal Opportunity Employer and offers opportunities to all job seekers, including job seekers with disabilities. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access the Company’s career webpage as a result of your disability. You may request reasonable accommodations by calling Human Resources at +1 (203) 964-0096 or by sending an email to  ApplicantAccommodations@gartner.com .

Job Requisition ID:114967

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