Sr Director Analyst -Indirect Channel Partnerships and Go-To-Market Strategies (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 advise chief sales officers (CSOs) and their key direct reports at B2B organizations on developing strategies and implementing plans for optimizing indirect channel partners as a significant part of their routes to market and contributor to revenue growth. You'll research and analyze market trends and shifts, and provide clients, including vendors, with actionable insights based on market research and positioning.

What you'll do:

• Create insightful and actionable research in multiple formats (i.e., writing papers, video, infographics, podcasts) on best practices and techniques for enterprise B2B sales organizations to effectively set up and optimize indirect channel partnerships including leading a channel sales team, setting up the program, selecting partners, determining partner incentives, supporting partners with content, tools, and training, etc.
• Deliver actionable advice and represent thought leadership rooted in quantitative and qualitative data sources to B2B sales leaders through video-based presentations and discussions with clients.
• Remain ahead of the curve on emerging trends in optimizing indirect channel partnerships, designing a unified go-to-market strategy including segmentation, role design, and applicable adjacent areas.
• Lead webinars and present at Gartner live and virtual events on sales topics.

What you'll need:

• 12+ years' total experience, with 10+ years leading indirect channel partner strategy - directly owning indirect channel revenue targets and expanding channel programs into new markets, segments, and partnership types. Or a sales strategy role at an enterprise B2B brand with experience in setting up/optimizing existing indirect channel partnerships, go-to-market design including segmentation, role design, coverage and territory management.
• Subject matter expertise in at least three of the following areas:
• Hands-on experience with developing channel partner strategy including building a business case for indirect channel program, setting partnership and program objectives and targets, allocating resources and investments and determining metrics for program success.
• Direct knowledge of optimizing and improving the performance of existing, well-established channel programs to increase their revenue contribution.
• Direct knowledge of managing indirect channel activities such as selecting new partners, compensating and incentivizing partners, enabling partners with content, tools and training.
• Experience with creating and executing on go-to-market strategies including choosing the right mix of direct and indirect channels to meet sales goals and creating a cohesive GTM design.
• Familiarity with conducting/guiding customer segmentation, market segmentation and customer tiering.
• Hands-on experience with tools and platforms B2B organizations use to support channel partners and relationship management.

Additional Proven Skills Required Include:

• Strong business acumen as well as analytical skills.
• Stellar writing and verbal communication skills, notably the ability to explain complex concepts concisely and simply, and respond adeptly to questions. Experience publishing content that challenges commonly held beliefs and inspires action a plus.
• 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.
• High comfort level with presenting and defending your analysis to the seniormost sales leader in a B2B organization, plus openness to constructive feedback.
• Impeccable time management skills, with the ability to manage multiple priorities independently.
• Bachelor's degree or equivalent experience; graduate degree a plus.
• Ability to conduct occasional travel, regionally and globally.