Regional Vice President, Conference Attendance Sales

2 weeks ago

Sydney, Australia Gartner Full time

**Description**:
This role provides the strategic conference audience acquisition direction for the Conference Attendance Sales (CAS) Business Unit specifically aligned to either or both of our Global Technology or Global Business Sales region. This role is responsible for ensuring the CAS achieve revenue growth, productivity, and Conference by Conference (CBC) goals within each regional operation.

**What You Will Do**:

- Lead the execution of CAS Priorities, Sales, and Operational Strategies for the region.
- Through data, identify, create and launch programs to support increased productivity.
- Strategically set goals, establish metrics, measure attainment of those goals, and encourage/enforce compliance through means at his or her disposal which may include, but are not limited to, financial incentives, management support, recognition incentives, and personal credibility.
- Coach and mentor AVPs and CAS Sales Managers for improved sales effectiveness.
- Accurately forecast at the regional level, while driving increased adoption and utilization of forecasting and opportunity management within Client Connect.
- Partner with Conferences COEs on initiatives and programs geared to drive continuous innovation and improvement.
- Build internal relationships with key stakeholders within GTS and GBS Sales Leadership to set and achieve common goals across business units.
- Leverage territory analysis and planning as a foundation for CBC goals and revenue to deliver over achievement.
- Hire great teams, while also leading the development and execution of succession planning and career paths for AVPs and CAS Sales Managers.
- Drive mindset changes required to scale and grow the business, including driving adoption of new tools, resources and training.
- Full responsibility for driving implementation of all sales methodologies and management disciplines.
- Foster strong cross-business and cross-functional cooperation in meeting customer expectations of Gartner.
- Work with AVPs and CAS Sales Managers to enable them to coach to a more strategic approach, empower AVPs and CAS Sales Managers to change the way they manage and motivate their teams, and encourage the LOBs to support CAS pursuits and existing customers in new ways.

**What You Will Need**:

- 5 - 10 year’s proven service-related sales experience, with a minimum of 2+ years Gartner Sales Management experience (internal applicants)
- Proven track record of superior sales performance within teams managed.
- Excellent understanding of CAS Sales Processes and prospecting methodologies.
- Takes ownership of key initiatives and programs that contribute to the growth & success of CAS in the assigned region.
- Demonstrates track record of strategic planning and analysis within leadership role.
- Proven & on-going ability to understand & communicate key business metrics.
- Proven consensus and relationship building skills; Intellectual capability and curiosity;
- Ability to communicate clearly and persuasively, both verbally and in writing; Strong interpersonal skills;
- Strong business acumen, prioritization, strategic thinking and ability to understand broader business implication of decisions.

**Who are we?**

At Gartner, Inc. (NYSE: IT), we deliver actionable, objective insight that drives smarter decisions and stronger performance on an organization’s mission-critical priorities. We’ve grown exponentially since our founding in 1979 and we're proud to have over 19,500 associates globally that support over 15,000 client enterprises in more than 100 countries.

**What makes Gartner a great place to work?**

Our teams are composed of individuals from different geographies, cultures, religions, ethnicities, races, genders, sexual orientations, abilities and generations. We believe that a diversity of experiences makes us stronger—as individuals, as communities and as an organization. That’s why we're recognized worldwide as a great place to work year after year. We've been recognized by Fortune as one of the World’s Most Admired Companies, named a Best Place to Work for LGBTQ Equality by the Human Rights Campaign Corporate Equality Index and a Best Place to Work for Disability Inclusion by the Disability Equality Index. Looking for a place to turn your big ideas into reality? Join #LifeAtGartner

**What we offer**:
Our people are our most valuable asset, so we invest in them from Day 1. When you join our team, you’ll have access to a vast array of benefits to help you live your life well. These resources are designed to support your physical, financial and emotional well-being. We encourage continued personal and professional growth through ongoing learning and development opportunities. Our employee resource groups, charity match and volunteer programs keep you connected to your internal Gartner community and causes that matter to you.

The policy of Gartner is to provide equal employment opportunities to all applicants and employees without regard

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