What makes Gartner Research & Advisory a GREAT fit for you? When you join the world’s leading research and advisory company, you’ll be part of a team that values curiosity, expert insights, bold ideas and intellectual courage, while driving partnerships with global organizations to make the right decisions on their key initiatives. Through constant learning, discovery and collaboration, you’ll not only help clients accomplish their mission-critical priorities, but also grow your career and the scope of your impact across industries. Our culture demands dedication — and rewards it with opportunity. If you’re always looking for what’s next in business and technology, Gartner is looking for you.

ADDITIONAL PROVEN SKILLS REQUIRED INCLUDE:

• Strong business and financial acumen as well as analytical skills.
• Stellar writing and verbal communication skills, notably the ability to explain complex concepts both concisely and simply and engage clients and respond adeptly to questions.
• Strong critical reasoning skills focused on diagnosing problems and framing effective solutions that are pragmatic and provocative targeting most senior sales executive role.
• research, organize disparate information to answer new and emerging questions.
• Demonstrated capacity to piece together fragments of information — applying conceptual models, recognizing patterns, and drawing and framing conclusions in real time — with clients and during meetings.
• Impeccable time management skills, with the ability to manage multiple priorities independently.
• Bachelor’s degree or equivalent experience; Graduate degree preferred.
• Ability to conduct occasional travel, regionally and globally.

ABOUT THIS ROLE:

Gartner analysts ensure that our executive clients receive the best strategic business advice, support, and direction for their decision-making. To optimize client impact, analysts are responsible for developing must-have content, performing stellar client Interactions, and driving performance to help scale and innovate our research. In addition, analysts are responsible for innovative research, timely delivery cadence and collaboration within and across teams.
As part of Gartner’s Sales and Customer Service practice, you’ll help B2B CSOs and sales leaders responsible for the annual sales compensation planning process align sales goals and compensation with their company’s overall strategic and financial goals. You’ll advise clients on building sales strategy that motivates and rewards sellers to achieve outsized sales performance and retention. This includes providing best practice guidance in areas such as designing and administering compensation plans (including quota allocation, plan distribution, payout calculations, sales rewards programs), evaluating sales performance management technology and analytics to drive sales performance.

WHAT YOU’LL DO:

• Create insightful and actionable research in multiple formats (i.e., writing, video, infographics, podcasts) on sales compensation plan design, administration and communication for enterprise B2B sales organizations.
• Deliver actionable advice and represent thought leadership rooted in quantitative and qualitative data sources to sales leaders through video-based presentations and discussions with clients.
• Remain ahead of the curve on developments and issues within enterprise B2B sales talent strategy, including seller performance drivers, sales performance management technology, as well as applicable adjacent areas.
• Lead webinars and present at Gartner live and virtual events on sales compensation topics.

THIS ROLE REQUIRES SUBJECT MATTER EXPERTISE IN AT LEAST THREE OF THE FOLLOWING AREAS:

• Experience with providing senior sales leadership detailed analysis on incentive plan effectiveness and tracking variances from established projections and metrics to support resource planning.
• Perspective on how advances in AI, predictive analytics and natural language processing will change enterprise-scale incentive, territory and quota planning.
• Knowledge of how to design and distribute clear, emotionally resonant compensation plan communications that engage sellers, improve plan perceptions and align seller performance with company interests.
• Understanding of how sales must work collaboratively with other organizational functions (e.g., service, IT, human resources, finance) to successfully build and implement incentive plans and other reward and recognition programs within a shared governance framework.