Sr Director Analyst -Indirect Channel Partnerships and Go-To-Market Strategies (Remote - EMEA)

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 advise chief sales officers (CSOs) and their key direct reports at B2B organizations on developing strategies and implementing plans for optimizing indirect channel partners as a significant part of their routes to market and contributor to revenue growth. You'll research and analyze market trends and shifts, and provide clients, including vendors, with actionable insights based on market research and positioning.

What you'll do:  

• Create insightful and actionable research in multiple formats (i.e., writing papers, video, infographics, podcasts) on best practices and techniques for enterprise B2B sales organizations to effectively set up and optimize indirect channel partnerships including leading a channel sales team, setting up the program, selecting partners, determining partner incentives,  supporting partners with content, tools, and training, etc.

• Deliver actionable advice and represent thought leadership rooted in quantitative and qualitative data sources to B2B sales leaders through video-based presentations and discussions with clients.

• Remain ahead of the curve on emerging trends in optimizing indirect channel partnerships, designing a unified go-to-market strategy including segmentation, role design, and applicable adjacent areas.

• Lead webinars and present at Gartner live and virtual events on sales topics.

What you’ll need:

• 12+ years' total experience, with 10+ years leading indirect channel partner strategy- directly owning indirect channel revenue targets and expanding channel programs into new markets, segments, and partnership types. Or a sales strategy role at an enterprise B2B brand with experience in setting up new indirect channel partnerships, go-to-market design including segmentation, role design, coverage and territory management.

• Subject matter expertise in at least three of the following areas:

• Hands-on experience with developing channel partner strategy including building a business case for indirect channel program, setting partnership and program objectives and targets, allocating resources and investments and determining metrics for program success.

• Direct knowledge of optimizing and improving the performance of existing, well-established channel programs to increase their revenue contribution.

• Direct knowledge of managing indirect channel activities such as selecting new partners, compensating and incentivizing partners, enabling partners with content, tools and training. 

• Experience with creating and executing on go-to-market strategies including choosing the right mix of direct and indirect channels to meet sales goals and creating a cohesive GTM design.  

• Familiarity with conducting/guiding customer segmentation, market segmentation and customer tiering.

• Hands-on experience with tools and platforms B2B organizations use to support channel partners and relationship management.

Additional Proven Skills Required Include:

• Strong business acumen as well as analytical skills.

• Stellar writing and verbal communication skills, notably the ability to explain complex concepts concisely and simply, and respond adeptly to questions. Experience publishing content that challenges commonly held beliefs and inspires action a plus.

• 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.

• High comfort level with presenting and defending your analysis to the seniormost sales leader in a B2B organization, plus openness to constructive feedback.

• Impeccable time management skills, with the ability to manage multiple priorities independently.

• Bachelor's degree or equivalent experience; graduate degree a plus. 

• Ability to conduct occasional travel, regionally and globally.

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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 20,000 associates globally who support ~15,000 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.

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Job Requisition ID:98373

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