Executive Partner of Supply Chain Services Growth

About the role

Gartner for Chief Supply Chain Officers (CSCO) is an executive-level advisory service that delivers expert insight and guidance tailored for each member's most critical initiatives. The strategic intent of the role is to partner and support sales in selling multi-year Executive Services Team Solutions to new prospective clients and transitioning newly acquired members to an assigned Service Delivery Team. The role is a hybrid of: Strategic planning, Sales strategy and enablement, Business analytics, Change management. It requires a mix of strategy, go-to-market design, sales optimization, and program/change management skills. The role is responsible for enabling sales to drive new business for CSCO Team Solutions and to serve as a CSCO team solution expert.

Responsibilities

• Actively contribute to the strategic account planning process with sales leadership to identify and prioritize growth opportunities.
• Support the Challenger Sales Methodology by consistently converting supply chain research insights into relevant, straightforward, sales-friendly content and coaching sales partners in its use in early stages sales meetings.
• Contribute supply chain insights, including MCP and KI hypothesis support, for specific sales opportunities through regular sales team growth calls and in 1:1 sessions with sales partners (i.e., slide content, talk tracks, questions to ask)
• Support sales with methods to access Decision Makers in sales cycles and build trust-based value-added relationships.
• Provide support for closing steps in sales cycles, including proactive objection handling and business case development.
• Collaborate across Gartner on growth programs and apply effective change management techniques to implement those programs with your aligned sales teams (i.e., Products, Sales Learning and Development, Research).
• Assist sales partners in qualifying prospective new business opportunities for the CSCO portfolio.
• Utilize globally consistent processes to drive and successfully sell new business opportunities with field sales executives by matching service capabilities to client needs.
• Participate in internal service kick-off (SKO) preparation meetings for new clients.
• Quota achievement in new business.

Requirements

• Technical/ Professional Skills & Competencies:
• Internal experience is highly preferred. Two + or more years of experience as a Supply Chain Leadership Partner who has mastered the role, in particular with a strong demonstration of success in new business support/growth contribution
• 15+ years working in supply chain leadership and or consulting
• Experience in a sales-focused role (preferably within a consulting environment) and a strong understanding of sales metrics
• In-depth knowledge of the variety of Supply Chain executive roles and responsibilities (including leadership, operations management, strategy and trends, use of metrics, etc.)
• In-depth understanding of the Supply Chain in the broader business context and its alignment to various business strategies
• A history of coaching, presenting, and collaborating at a senior level (C-level preferable)
• Additional Skills:
• Advanced critical thinking and structured problem-solving skills
• High tolerance and an advanced ability to lead and manage ambiguous situations
• Excellent relationship building and collaboration skills
• Superior verbal, written, facilitation and presentation skills (Executive Presence)
• Demonstrable sales and/or business development experience with CXO level executives
• Expert skills at managing multiple priorities
• Curious and hungry to learn
• Committed to making others successful
• Naturally collaborative
• Gravitas, provocative and confident
• Active listening skills
• Consistent over-achievement of retention and growth metrics
• Education
• Minimum Bachelor's degree required
• #ExecutiveAdvisor
• #LI-BM3
• 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 business and technology insights, helping enterprise leaders and their teams succeed with their mission-critical priorities.
• What makes Gartner a great place to work?
• Our vast, virtually untapped market potential offers limitless opportunities - opportunities that may not even exist right now - for you to grow professionally and flourish personally. 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

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