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Sr. Manager, Sales Ops Program (Retention)

Job Posted 7 Days Ago Reposted 7 Days Ago
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In-Office
2 Locations
92K-131K
Senior level
In-Office
2 Locations
92K-131K
Senior level
The Sr. Manager, Sales Ops Program (Retention) focuses on driving revenue through retention program execution, process improvement, and communication with sales leaders. Responsibilities include analyzing processes for enhancements, managing project execution, and providing operational support for key initiatives.
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About this role:

The primary purpose of this role is to drive revenue growth through tactical execution of retention programs, driving higher retention across Global Technology Sales (GTS). This encompasses planning and development activities such as program design and execution, process improvement and world-class execution of existing programs to new areas. This role will lead execution with support from BU partners and sales leaders. The role will focus on quantitative and qualitative analysis to identify actionable insights, measure progress, and impact (ROI) to make necessary ongoing enhancements. The role should fulfill all requirements of planned and ad-hoc activities to meet the needs of a specific region(s) in GTS.

What you'll do:

  • Help define and scope the current retention programs, processes, and tools. Understand the need for enhancements for future versions based on feedback and analytics.

  • Work closely with Continental Ops, Sales Leaders, GRP and Service/Delivery teams to determine current effectiveness and drive ongoing world-class execution of the Retention Lifecycle (RLC).

  • Enable sales leaders, in partnership with SL&D, to effectively coach to RLC execution and High-Quality Impact Assessments.

  • Collaborate with Service, GRP & GSSO to drive sales efficiency through systems & tools.

  • Capture and share RLC best practices on a regular basis, and assess the feasibility of scaling across the business.

  • Manage the roadmap of enhancements for each program/process. Execute these enhancements for ongoing improvement. Drive iterative program improvement plans with Sales Ops Leaders and Line-of-Business partners (EU/HT Product Management, Research, EXP, RBS, etc.).

  • Provide operational execution and excellence support for key initiatives for GTS  (Impact Assessment Quality, IA Delivery on the Platform, DMT etc.).

  • Support Long Range Plan (LRP) and related pilots’ execution on an as-needed basis.

  • Support execution of “One Gartner Approach” in partnership with the Gartner Services.

  • Effectively communicate the "WHY" for the programs and ensure sales buy-in this would include not just general communication but the delivery of group/1:1 sessions.

  • Drive execution with Sales teams by using proven sales practices (the "HOW" to do it). Work with SL&D and other partners to create and deliver effective coaching/training sessions.

  • Monitor and track progress to ensure that specific activities (the "WHAT") related to the program are being executed effectively across the channel.

  • Communicate effectively at all levels up to and including sales EVP level: proactively, in regular sessions, and in response to ad-hoc requests.

  • Capture and share best practices on a regular basis.

  • Capture and analyze impact and ROI of programs to drive future enhancements.

  • Conduct key analytics (quantitative and qualitative) of leading and lagging indicators data to identify gaps and opportunities, evaluate possible solutions for implementation, and drive execution and continuous improvement!

What you'll need:

  • 7+ years total business experience and/or 2+ years of management experience in a business-to-business sales environment.

  • Achievement of sales growth and retention targets, productivity targets, and strategic objectives.

  • Strong facilitation, communication, leadership, and influence skills.

  • Excellent analytical, critical thinking, communication, and problem-solving skills.

  • Proven experience in managing program execution and continuous improvement.

  • Ability to effectively scope, manage and complete projects on time.

  • Ability to create strong credibility with Sales leadership and become a trusted advisor.

  • Strong understanding of sales processes, best practices, and challenges.

  • Ability to build partnerships and collaborate across lines of businesses.

  • Bachelor’s Degree or equivalent, master’s degree preferred.

  • 2+ years of internal Gartner operations experience preferred.

  • 2+ years of seller experience preferred.

What you will get:

  • Competitive salary, generous paid time off policy, charity match program, Medical, Dental & Vision Plans, Parental Leave, Employee Assistance Program (EAP), 401K matching and more!

  • Collaborative, team-oriented culture that embraces diversity 

  • Professional development and unlimited growth opportunities

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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 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.

Gartner believes in fair and equitable pay. A reasonable estimate of the base salary range for this role is 92,000 USD - 131,000 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:94127

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