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About the Role

This role is highly strategic, joining a rapidly evolving Gartner Competitive program. It was created to increase support for AEs who are in competitive renewal and growth situations and need master coaching and knowledge of competitive tools and proven tactics to win. The Win Room Specialist helps AE’s/SM’s with situationally coaching on: Gartner differentiators & winning competitive strategies, case study examples, objection handling, and arming sales with the latest competitive intel and tools to accelerate winning in competitive situations. This internal facing advisory role is 100% remote requiring no travel. The Win Room Specialist will join a high caliber, spirited global team of Competitive Specialists and will help assess competitive trends and tactics. This individual will be a key resource for suggesting new tools and Competitive assets and contribute to their creation. As the competitive threat and opportunity of GenAI evolves, we are targeting a Specialist who has the experience at Gartner to confidently demonstrate how our business model and research methodology is uniquely differentiated from evolving competitive threats.

Responsibilities

Support GTS and GBS sellers on Competitive situations submitted to the Competitive Win Room.
Respond to Win Room Competitive situations which includes scheduling master coaching sessions, pre-coaching preparation, leading master coaching sessions, identifying opportunities to bring in Team NCVI resource needs for successful outcomes, escalation of high value/high visibility competitive situations to Competitive Team leadership and provide Win Room call follow-up.
Partner with Competitive Specialist peers to deliver competitive sales enablement across regions.
Act as a subject matter expert on key competitors.
Provide coaching on competitive trends, tactics and Gartner tools to aid in aligning capabilities in a differentiated fashion.
Educate and coach AEs on where to find tools and resources on IG and how to use collateral in competitive accounts.
Facilitate knowledge transfer to encourage independence and repeatability amongst AEs.
Coach AEs on how to handle objections and differentiate Gartner's value proposition.
Translate competitive data/intelligence to internal team to help create sales-ready materials and tools.
Capture competitive trends, intel and winning tactics.
Provide feedback on Competitive assets.
Collaborate with Competitive Specialist peers in weekly team meetings and forums.
Deliver monthly competitive enablement to the internal team.

Requirements

Minimum 5 years in client-facing sales or Client Relationship positions within Gartner.
Proven track record of success.
Excellent time management, written and oral communication skills.
Coaching, knowledge transfer skills and inspirational communication style.
Ability to understand client/prospect business and technology issues and provide solutions.
Proven ability to identify and collaborate with internal resources in sales pursuit.
Limitless MINDSET, competitive spirit, knowledge and experience competing and winning against key competitors.
Entrepreneurial approach and ownership of one’s business.
Proven ability to build and evolve a sales program.
Exposure and interest in Generative AI technologies and how Gartner differentiates competitively.
Inspirational leadership style with ability to influence others through effective coaching.
Comprehensive understanding of Gartner's competition and competitive strategy.
Comprehensive knowledge of Gartner’s product line.
Demonstration of team selling, ruthless prioritization and time management.
Ability to successfully convey & demonstrate business partnership.
Resilience and patience.
Viewed as a leader among peers.
Strong Gartner brand.
High level of business acumen and industry expertise.
Experience with clients in selling situations.
Effective resource management.
Strong communication skills for stakeholder management.
A senior business evangelist capable of demonstrating Gartner’s business model and research methodology competitively.
Experience with clients in selling situations.

Skills

Competitive coaching
Competitive tools and tactics
Competitive intel
Sales enablement
Subject matter expertise on competitors
Handling objections
Differentiating value proposition
Sales strategy
Generative AI technologies
Business acumen
Industry expertise
Stakeholder management
Resource management
Team selling
Prioritization
Time management
Resilience
Patience
Leadership
Coaching
Knowledge transfer
Inspirational communication

Location

Remote

Work Type

Remote
Full-time

Experience Level

Minimum 5 years

Benefits

Competitive salary
Generous paid time off policy
Charity match program
Medical, Dental & Vision Plans
Parental Leave
Employee Assistance Program (EAP)
401K matching

About the Company

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 business and technology insights, helping enterprise leaders and their teams succeed with their mission-critical priorities.
Since our founding in 1979, we’ve grown to 20,000 associates globally who support over 13,000 client enterprises in ~90 countries and territories.
We do important, interesting and substantive work that matters.
Our vast, virtually untapped market potential offers limitless opportunities for professional and personal growth.
We hire remarkable people who collaborate and win as a team.
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.
Gartner is the world authority on AI.
Gartner has proactive, objective guidance throughout clients’ AI journeys.
We set the standard for how organizations leverage artificial intelligence to drive meaningful impact.
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.

Equal Opportunity

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.
Gartner is committed to being an Equal Opportunity Employer and offers opportunities to all job seekers, including job seekers with disabilities.
If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access the Company’s career webpage as a result of your disability.
You may request reasonable accommodations by calling Human Resources at +1 (203) 964-0096 or by sending an email to ApplicantAccommodations@gartner.com.