About the role:
Gartner for Chief Supply Chain Officers (CSCO) is an executive-level advisory service that delivers expert insight and guidance tailored for each member's most critical initiatives.
The strategic intent of the role is to partner and support sales in selling multi-year Executive Services Team Solutions to new prospective clients and transitioning newly acquired members to an assigned Service Delivery Team. The role is a hybrid of:
- Strategic planning,
- Sales strategy and enablement,
- Business analytics,
- Change management.
It requires a mix of strategy, go-to-market design, sales optimization, and program/change management skills.
The role is responsible for enabling sales to drive new business for CSCO Team Solutions and to serve as a CSCO team solution expert.
What you will do:
- Actively contribute to the strategic account planning process with sales leadership to identify and prioritize growth opportunities.
- Support the Challenger Sales Methodology by consistently converting supply chain research insights into relevant, straightforward, sales-friendly content and coaching sales partners in its use in early stages sales meetings.
- Contribute supply chain insights, including MCP and KI hypothesis support, for specific sales opportunities through regular sales team growth calls and in 1:1 sessions with sales partners (i.e., slide content, talk tracks, questions to ask)
- Support sales with methods to access Decision Makers in sales cycles and build trust-based value-added relationships.
- Provide support for closing steps in sales cycles, including proactive objection handling and business case development.
- Collaborate across Gartner on growth programs and apply effective change management techniques to implement those programs with your aligned sales teams (i.e., Products, Sales Learning and Development, Research).
- Assist sales partners in qualifying prospective new business opportunities for the CSCO portfolio.
- Utilize globally consistent processes to drive and successfully sell new business opportunities with field sales executives by matching service capabilities to client needs.
- Participate in internal service kick-off (SKO) preparation meetings for new clients.
- Quota achievement in new business.
What you will need:
Technical/ Professional Skills & Competencies:
- Internal experience is highly preferred. Two + or more years of experience as a Supply Chain Leadership Partner who has mastered the role, in particular with a strong demonstration of success in new business support/growth contribution
- 15+ years working in supply chain leadership and or consulting
- Experience in a sales-focused role (preferably within a consulting environment) and a strong understanding of sales metrics
- In-depth knowledge of the variety of Supply Chain executive roles and responsibilities (including leadership, operations management, strategy and trends, use of metrics, etc.)
- In-depth understanding of the Supply Chain in the broader business context and its alignment to various business strategies
- A history of coaching, presenting, and collaborating at a senior level (C-level preferable)
Additional Skills:
- Advanced critical thinking and structured problem-solving skills
- High tolerance and an advanced ability to lead and manage ambiguous situations
- Excellent relationship building and collaboration skills
- Superior verbal, written, facilitation and presentation skills (Executive Presence)
- Demonstrable sales and/or business development experience with CXO level executives
- Expert skills at managing multiple priorities
- Curious and hungry to learn
- Committed to making others successful
- Naturally collaborative
- Gravitas, provocative and confident
- Active listening skills
- Consistent over-achievement of retention and growth metrics
Education
- Minimum Bachelor's degree required
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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.
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