Sr Director Analyst - Sales Compensation (Remote - U.S.)

What makes Gartner Research & Advisory a GREAT fit for you? When you join the world's leading research and advisory company, you'll be part of a team that values curiosity, expert insights, bold ideas and intellectual courage, while driving partnerships with global organizations to make the right decisions on their key initiatives. Through constant learning, discovery and collaboration, you'll not only help clients accomplish their mission-critical priorities, but also grow your career and the scope of your impact across industries. Our culture demands dedication - and rewards it with opportunity. If you're always looking for what's next in business and technology, Gartner is looking for you.

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 help B2B CSOs and sales leaders responsible for the annual sales compensation planning process align sales goals and compensation with their company's overall strategic and financial goals. You'll advise clients on building sales strategy that motivates and rewards sellers to achieve outsized sales performance and retention. This includes providing best practice guidance in areas such as designing and administering compensation plans (including quota allocation, plan distribution, payout calculations, sales rewards programs), evaluating sales performance management technology and analytics to drive sales performance.

What you'll do:

• Create insightful and actionable research in multiple formats (i.e., writing, video, infographics, podcasts) on sales compensation plan design, administration and communication for enterprise B2B sales organizations.

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

• Remain ahead of the curve on developments and issues within enterprise B2B sales talent strategy, including seller performance drivers, sales performance management technology, as well as applicable adjacent areas.

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

What you'll need:

• 12+ years' total experience, including:
  • 7+ years of experience in sales compensation analysis in an enterprise B2B sales organization or a consulting role to sales organizations, working with sales leadership to set achievable sales targets and quotas and establish benchmarks to evaluate sales performance.
  • 3+ years of experience in incentive plan design and administration, including developing commission structures, bonus plans and other incentives to motivate and reward sales teams.

• Proficiency with quota allocation, plan structures, processes, methodologies and distribution, monthly accrual support, accelerators and payout calculations.

• A clear, demonstrable understanding of how incentive plans and their effectiveness align to the broader business strategy and organizational financial goals, as well as the common KPIs used to measure, report and optimize compensation program performance.

• Familiarity with and/or experience using sales compensation planning tools/sales performance management solutions that support core incentive compensation management processes and optimize sales productivity through effective territory and quota planning.

• Experience with providing senior sales leadership detailed analysis on incentive plan effectiveness and tracking variances from established projections and metrics to support resource planning.

• Perspective on how advances in AI, predictive analytics and natural language processing will change enterprise-scale incentive, territory and quota planning.

• Knowledge of how to design and distribute clear, emotionally resonant compensation plan communications that engage sellers, improve plan perceptions and align seller performance with company interests.

• Understanding of how sales must work collaboratively with other organizational functions (e.g., service, IT, human resources, finance) to successfully build and implement incentive plans and other reward and recognition programs within a shared governance framework.

Additional proven skills required include:

• Strong business and financial acumen as well as analytical skills.

• Stellar writing and verbal communication skills, notably the ability to explain complex concepts both concisely and simply and engage clients and respond adeptly to questions.

• Strong critical reasoning skills focused on diagnosing problems and framing effective solutions that are pragmatic and provocative targeting most senior sales executive role.

• research, organize disparate information to answer new and emerging questions.

• 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.

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

• Bachelor's degree or equivalent experience; Graduate degree preferred.

• Ability to conduct occasional travel, regionally and globally.

Who you are:

• To thrive in this role, it helps if you are obsessed with your topic. Gartner analysts are correctly viewed as THE experts. This means you need to live and breathe your subject matter while also adapting your expertise to meet client maturity level.

• Excellent collaborator with researchers, sales and otheranalysts, with the ability to quickly build rapport and gain client trust.

• Confident presenter with a high level of executive presence and ability to establish credibility with senior-level audiences (prior experience with speaking engagements is a plus).

• Analytical thinker with the ability to process information quickly, challenge conventional norms and views and make actionable recommendations.

• Background in sales operations, sales consulting, technology trade publications or project management with sales technology experience.

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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.

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