Position summary: This role is focused on increasing the productivity of Events Sales Executives and Sales Directors. Today it takes 1 year to on-board new Events Sales Executives to a performance level of 80%-140% quota. The primary initial objective of this role will be the development and delivery of a suitable mixed media curriculum (classroom learning, workshops and E-Learning) to ensure that this performance level is achieved within 6 months from hiring start date. Secondary objectives for this role will involve the development and execution of 1. a continuous refresh program for tenured Event Sales executives and 2. a Management and Leadership skills curriculum for existing or potential future leaders within Event Sales. These curricula will comprise the development and delivery of key programs designed to enhance product/service knowledge, business acumen, selling skills, Event sponsorship sales process, client relationships, and management/leadership skills/processes, leveraging any existing Gartner courses (online LMS or classroom) where possible. This role will require close working collaboration with the Event Sales Leadership Team (SLT), GVP Event Sales, all other Events departments and Research Sales Global Training organization. Overall responsibilities: 1. Update, execute, and document a standard on boarding and training process which includes new hire manual, VS/CIS/CC training, best practice sharing. Leverage existing Research Sales & Event Sales training material and resources, plus relevant external resources, to develop this program initially and continuously thereafter. 2. Enable New Hires to be more productive faster. Monitor and measure the process of new hires that have undergone this training. Monitor and measure progress of these New Hires throughout the first 2 years of their tenure. Leverage existing Research Sales & Event Sales training material and resources, plus relevant external resources, to develop this program initially and continuously thereafter. 3. Continually provide refreshers to existing tenured AEs 4. Continually work to improve our processes, productivity, and training 5. Contribute to Events team meetings on the subject of Events training requirements, strategy and solutions Success criteria: 1) Requires a successful Gartner Events Sales Director or senior Sales Executive (top 25% in Region), who possess a high degree of credibility with both sales leaders and peers. 2) Requires in-depth knowledge of and experience with the Gartner Events sales process for Named Accounts and Marketplace Accounts. Including, account planning, opportunity planning, managing to the Gartner Events sales phases and effective pipeline management. 3) Requires extensive knowledge of Gartner and Gartner Events products and services, as well as the value proposition of these services. 4) Requires the experience of developing solid relationships with individual clients in order to sell new and renew business by demonstrating Gartner Events value at the individual level. 5) Requires experience selling complex, intangible solutions to global, multi-national corporations. 6) Requires the successful experience and skills associated with the development of strategic and executable account plans and the detailed management of global opportunities and the pursuit teams associated with these. 7) Requires the successful experience of using CIS and/or Value Selling in everyday client and internal communications. Candidate will be able to demonstrate their extensive understanding and use of at least one of these sales methodologies. 8) Requires the communication and leadership skills required to develop key relationships with the Events GLT, SLT, other Events functions, Global Research Sales Training and Research Sales Leadership Team and Line of Business Partners 9) Requires flexibility to adapt to a changing environment. 10) Requires the ability to define and prioritize projects and the ability to work with a diverse set of personnel. 11) Requires travel to training events and in support of geographic and international sales meetings. 12) Requires field travel with sales executives and managers, to evaluate skills of field personnel, as well as to stay relevant to client issues. 13) Requires self - motivation and self – initiation. 14) Requires a high energy level and positive attitude. 15) Requires passion for Gartner Events and the desire to raise the skill sets of our sales audience, in order to help the company reach Gartner Events and corporate sales productivity goals. 16) Requires the ability to motivate, influence and coach individuals who do not have a direct reporting relationship to you. #LI-WC2 Job Requirements: Requirements: Individual will have experience within the Gartner Event Sales Organization, at either the Sales Director or Sales Executive levels. Individual will have sold the full breadth of Gartner Events solutions. Individual will be required to have or do the following: 1) Highly credible professional. 2) Recognized leadership qualities and the strong ability to positively influence peers and sales management. 3) Excellent communication (including demonstrable flexibility in communication styles) and organizational skills. 4) Ability to speak English fluently (second language preferable given the EMEA angle to the role) 5) Clock speed in learning new concepts and content. 6) The essential ability to think on feet. 7) Excellent presentation skills. 8) Travel, both domestic and internationally. Travel will vary from a minimum of 25% to a maximum of 50% depending on initiative and training delivery calendar mapping back to these initiatives. 9) Be able to demonstrate that they have successfully navigated the Gartner Events sales processes. 10) Demonstrate the business maturity of successfully and consistently managing the pipeline. 11) Ability to deliver or assist in the delivery of sales curriculum in the following areas: A) Events Products & Services B) Basic to Advanced Selling Skills Programs C) Sales Process D) Business Acumen E) Interpersonal Skills and Cultural Differences F) Leadership/Management Coaching - intermediate levels. 12) Have basic knowledge of emerging Training Technology #LI-WC2
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