POSITION SUMMARY Gartner are hiring a Managing Partner to lead the xxx Practice in xx. The Managing Partner will take responsibility of driving growth of sales, relationship equity and margin in Gartner Consulting key accounts within the xx industry. The Managing Partner will sell, participate in senior management level and strategic deliveries, and oversee the high quality delivery of Gartner Consulting solutions. PRINCIPLE ACCOUNTABILITIES • Broad comprehension and ability to articulate to clients (CIOs, business management and senior IT leadership teams) the breadth and depth of Gartner Consulting Solutions • Drives large deals in key accounts with repeat potential • Builds accounts over time, by gradually shifting from transactions towards a business stream driven by growing client relations and trusted advisor status • Orchestrate the various players (e.g., Practice Leads, consultants, Sales, Research, EXP, Industry Leads, etc.) in assigned account portfolio/territory to achieve assigned sales quota, revenue quota and other targets. • Leads pursuit development efforts • Proactively manage the various channels rather than “being the channel” • Active contributor to strengthening current solutions or developing new solutions based on account and territory strategy as well as demand • Actively participates in and contributes to respective verticals to which account base is aligned • Effectively executes account planning methodology • Leads consulting delivery for multiple accounts and complex projects, providing oversight and coaching to ensure project delivery remains within specified scope, on time and on budget; takes necessary steps to mitigate risks. • Manages engagements at or above Gross Margin target • Represent and build the Gartner brand, and promote overall Gartner solutions to generate maximum client value in accordance to regional, EMEA and global strategies Job Requirements: REQUIREMENTS • Demonstrated ability to sell and lead delivery of complex engagements • Met consulting sales objectives for minimum of 3 years (including sales target, win rate and deal size) • Skilled in all aspects of sales opportunity planning, including demand generation, scoping deals, crafting proposals, telling story and closing business. Also extensions and expansions of current accounts. • Has used Research in previous position and clearly understand its value for clients • Can drive Gartner Consulting value proposition, also outside personal comfort zone - demonstrated skill in Gartner Consulting “on strategy” solutions areas which include IT Strategy, IT Cost Optimization (including benchmarking), Infrastructure & Operations, Enterprise Architecture, Program Oversight • Has superb presentation/written communications skills at a senior executive level (business and IT) • Demonstrate strong industry vertical expertise and IT in xxx industry, as well as constant learning curve on the industry and on related domains • Skilled in mentoring and coaching future client developers as well as delivery consultants • International experience • Bachelor's degree in business, information technology or a related field is required. Advanced degree preferred SUCCESS CRITERIA • Meet or exceed sales target within territory • Meet or exceed personal revenue target • Meet or exceed personal Gross Margin target on engagement portfolio • Achieve high customer satisfaction and put quality to the top of his/her values • Is passionate on the way IT can help client grow their business, differentiate or increase efficiency and growth margin • Achieve 50% of revenues from engagement extensions or account expansions • Demonstrate expertise on all Consulting solutions with proficiency ideally on two • Ideally recognized as an expert in his proficiency fields • Thrive in working in an international environment with high diversity, cross-board collaboration and unique learning capabilities through Gartner world-class Research
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