[Hiring] Competitive Specialist, Win Room @Gartner

Role Description

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
• 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.

Qualifications

• Minimum 5 years in client-facing sales or Client Relationship positions within Gartner
• Proven track record of success. Multiple Winners Circles and/or Eagle
• 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 to fit the client needs
• Ideal candidate has exposure to a variety of sales channels including but not limited to Large Enterprise, GE, Public Sector, HT, Mid-Sized Enterprise, etc.
• 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. 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 to action through effective coaching
• Comprehensive understanding of Gartner's competition and our 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; patience
• Is 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. A Specialist who can demonstrate Gartner’s business model and research methodology in a way that competitively differentiates our service

Requirements

• 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
• Providing Win Room call follow-up
• Partner with Competitive Specialist peers to deliver competitive sales enablement across regions
• Knowledge focus: Subject matter expert on key competitors
• Personal experience in handling competitive situations successfully
• Knowledge of competitive trends, tactics and Gartner tools to aid in aligning our capabilities in a differentiated fashion to set Gartner apart
• Education and coaching of AEs on where to find tools and resources on IG, demonstrating how to use this collateral in their competitive accounts
• Constant knowledge transfer to encourage independence and repeatability amongst AEs
• Coach AEs on how to handle objections, how to differentiate our 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, delivering monthly competitive enablement to the internal team

Benefits

• Competitive salary
• Generous paid time off policy
• Charity match program
• Medical, Dental & Vision Plans
• Parental Leave
• Employee Assistance Program (EAP)
• 401K matching and more!
• Collaborative, team-oriented culture that embraces diversity
• Professional development and unlimited growth opportunities