VP - Territory Investment Strategy

Global Sales Strategy & Operations (GSSO) is the team that helps shape Gartner's mission-critical sales priorities and works with sales leaders to drive tactical and analytical insights. As an associate on the GSSO team, you'll be at the forefront of the ongoing transformation of Gartner's sales force, which delivers approximately $5B in annual revenue and working to drive sustained double-digit growth. You will partner with business leaders across Gartner to support a global sales force comprised of more than 5,500 associates who sell to every major function, industry and market sector around the world.

About the role:

This leadership position sits within Territory Planning & Analytics (TP&A) function in the GSSO business unit. The TP&A team is focused on designing the optimal territory investment, design and alignment strategy to maximize sales productivity of our sales and service associates. As a sales-driven organization, Gartner invests more than $1.5 billion annually in our world-class salesforce, making it essential to optimize where and how these resources are deployed to drive sustained revenue growth.

The VP – Territory Investment Strategy is a high-impact, high-visibility role, pivotal in shaping the design of sales territories, guiding expansion decisions, and determining the optimal mix of BDs, AEs, and sales leaders to drive revenue growth. The strategies and insights delivered by this leader will directly influence Gartner’s sales investment priorities and future growth trajectory. Success in this role requires exceptional sales strategy expertise, strong financial acumen, and a proven ability to lead cross-functional teams in a dynamic, results-oriented environment.

What you will do:

Territory Investment Strategy

• Develop and maintain deep expertise in NPV and Marginal NPV models to ensure precision in investment recommendations for all regions and sales roles.

• Lead monthly execution and review of investment models. Validate recommendations with clear business rationale and communicate insights to drive executive decision-making.

• Identify opportunities to enhance calculation methodologies and spearhead automation initiatives to reduce operational risk and error.

• Design and implement automated dashboards to visualize ROI of backfills, territory consolidations, and growth investments.

• Define and monitor KPIs to evaluate the effectiveness and impact of territory investment strategies.

Territory Optimization & Sizing

• Determine the optimal size and structure of Account Executive (AE) and Business Development (BD) territories, with the goal of maximizing sales productivity, revenue growth, and balanced workload distribution.

• Use advanced financial and statistical models, leveraging data science techniques as needed, to select and prioritize the key variables and performance metrics that drive territory sizing decisions, ensuring alignment with Gartner’s go-to-market strategies and organizational objectives.

• Apply business acumen and strategic insight to iteratively improve outcomes and continuously reassess and refine territory sizing models by incorporating feedback, analysing performance data, and adapting to evolving market conditions and business priorities.

Leadership and Cross-functional partnership

• Lead a lean team of 2 senior managers to drive this important territory investment workstream

• Ensure that the team presents regular reports and executive updates on the effectiveness and ROI of sales investments, using data-driven insights to guide strategic decisions.

• Drive a culture of innovation, continuous improvement, and high performance within the territory strategy team.

• Mentor and develop team members, including data scientists and analysts, to ensure delivery of best-in-class analytical support and professional growth.

• Collaborate with various teams to communicate, simplify, and drive adoption of territory sizing recommendations across the sales organization, ensuring clarity, buy-in, and accurate implementation of optimized territory structures.

• Work with internal TPA partners and sales leaders as needed to share progress, drive execution and demonstrate regular iterative improvements every quarter.

• Ensure regular feedback is incorporated into the various decision models and updates are shared with various stakeholders.

What you will need:

• 12+ years of leadership experience with focus on sales strategy, investment strategy, financial modelling, analytics or consulting.

• Experience collaborating with and leading teams in a high-performance culture.

• Exceptional analytical skills, including proficiency with Microsoft Excel, relational databases, as well as familiarity with predictive modelling, statistics, and statistical tools.

• Strong written and verbal communications.

• Demonstrated ability to form trust-based relationships with both senior leaders and internal partners.

• Ability to learn quickly, breakdown and quickly understand complex business processes, and comfort working with ambiguity.

• Ability to multi-task and prioritize workload based on business impact in a fast-paced environment.

What you will get :

• Competitive salary, generous paid time off policy and more!

• India: Group Medical Insurance, Parental Leave, Employee Assistance Program (EAP)

• Collaborative, team-oriented culture that embraces diversity

• Professional development and unlimited growth opportunities

#GSSO #LI-AS14

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.

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 .

By submitting your information and application, you confirm that you have read and agree to the country or regional recruitment notice linked below applicable to your place of residence.

Gartner Applicant Privacy Link: https://jobs.gartner.com/applicant-privacy-policy

For efficient navigation through the application, please only use the back button within the application, not the back arrow within your browser.