Vice President, Sales

Who we are

Gartner's Contract and Cost Optimization business is an Executive level, high-touch contract optimization service for end user clients.

What we do

Gartner’s Contract and Cost Optimization business focuses on clients’ major transactions where investment AND risk are significant (> $2 million Total Contract Value). We provide independent, objective, and client-specific engagements that drive hundreds of millions of real, measured savings.

What you’ll do

• Lead strategic negotiations for new ERP contracts and renewals, ensuring clients achieve significant cost savings and favorable terms.
• Develop and maintain relationships with senior executives, procurement leaders, and IT decision-makers to influence ERP contract strategies.
• Serve as a trusted advisor, helping clients navigate vendor pricing structures, licensing agreements, and renewal strategies.
• Drive new business development and expand client relationships within enterprise accounts.
• Manage the entire sales cycle, from prospecting and needs assessment to deal structuring and contract execution.
• Stay ahead of industry trends, ERP vendor pricing changes, and competitive insights to deliver maximum value to clients.

What you’ll need

• New-name business development skills (hunter) combined with consultative account development skills
• Familiarity with contractual and negotiation issues surrounding large enterprise-wide deals (typically $5m +)
• Tenured, direct sales experience with major IT vendors like SAP, Oracle, Workday, or similar.
• Experience as a top-performing Account Executive, Director, Account Manager or Sales Manager consistently exceeding quotas.
• Excellent communication skills; in particular, articulate in writing persuasive proposals, investment summaries and cost justifications to C-level clients
• Highly developed analytical skills with very close attention to detail
• Strong presentation skills.
• High level of discretion required whilst operating in a very confidential environment.
• Exceptional negotiation, communication, and relationship management skills.
• Ability to work independently and thrive in a high-performance, results-driven environment.
• Outstanding record of academic and managerial professionalism.
• Advanced degree preferred (e.g MBA)
• Fluent in English

Who you are

• An excellent team player, able to work across multiple business channels & functions.
• Creative ability to learn and apply new and innovative techniques
• Ability to work self-sufficiently/remotely and take responsibility for full client relationship development
• Ability to respond quickly and accurately in dynamic environments
• A driven hunter with experience driving net new business development opportunities.

 Vendor Experience

• SAP, Microsoft, Oracle, Peoplesoft, IBM, CA, BMC, BEA, Veritas, Ariba, EMC, Sun, Informix, Sybase, Siebel, Compuware, Candle, Software AG, Serena, Remedy, Manugistics, i2, JD Edwards, SSA, Cerner, McKesson, SMS, Misys, EPI

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 insight, helping enterprise leaders and their teams succeed with their mission-critical priorities.

Since our founding in 1979, we’ve grown to more than 20,000 associates globally who support ~15,000 client enterprises in ~90 countries and territories. We do important, interesting and substantive work that matters. That’s why we hire associates with the intellectual curiosity, energy and drive to want to make a difference. The bar is unapologetically high. So is the impact you can have here.

What makes Gartner a great place to work? 

Our sustained success creates limitless opportunities for you to grow professionally and flourish personally. We have a vast, virtually untapped market potential ahead of us, providing you with an exciting trajectory long into the future. 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 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, enabling us to multiply our impact and results. This is why, year after year, we are recognized worldwide as a great place to work.

What do we offer? 

Gartner offers world-class benefits, highly competitive compensation and disproportionate rewards for top performers. 

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.

Ready to grow your career with Gartner? Join us.

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