Manager, TPA

gartner; Gurgaon; On-site; INR 2,500,000 - 4,000,000; Full time

Benefits offered by this job

Competitive salary

Generous paid time off

Charity match program

Group Medical Insurance

Parental Leave

Employee Assistance Program

Job summary

Gartner is seeking an Associate Manager to lead Sales Territory Operations within the GSSO, focusing on account assignments and strategic territory planning. You will collaborate with sales leaders to drive productivity and refine engagement rules, while guiding a small team toward operational excellence.

The role requires an MBA with 6+ years in client management or sales operations, strong analytics, and proficiency in Excel/PowerPoint; Power BI is a plus.

Qualifications

• MBA with 6+ years of experience in Client Management, Sales, or Service Operations.
• Proficiency in Microsoft Office, especially Excel and PowerPoint; knowledge of Power BI/Macros is a plus.
• Ability to thrive in a fast-paced, deadline-driven environment.
• Strong communication and leadership skills with a track record of driving initiatives.

Responsibilities

• Oversee account assignment operations to boost sales productivity.
• Enforce Sales Strategy and Rules of Engagement; approve or escalate issues as needed.
• Ensure timely NSA assignments and drive continuous process improvements.
• Lead a team of 3-4 associates and coordinate cross-training for consistency.

Skills

Client management

Sales

Service operations

Education

MBA

Tools

Excel

PowerPoint

Power BI

Macros

Job description

Global Sales & Services Operations (GSSO) is the team that helps shape Gartner's mission-critical sales and services priorities and works with sales and services leaders to drive tactical and analytical insights. As an associate on the GSSO team, you'll be at the forefront of the ongoing transformation of Gartner's sales and services teams, which drive approximately $5.3B in Contract Value (CV). You will partner with business leaders across Gartner to support global sales and services teams comprised of nearly 9,000 associates who sell to and service every major function across the enterprise.

About the role

The role is part of the Territory Planning & Analytics (TP&A) team in GSSO. The TP&A team is focused on designing the optimal territory investment, design and alignment strategy to maximize Sales (and Services) productivity. The Manager will be joining the New Assignment Team. The primary objective of this team is to ensure that accounts are validated and routed to the appropriate sales representative based on secondary research into company firmographic data.

The Manager will be a strategic partner to sales leaders within Gartner Research Sales that sells research products to C-level executives across all practice areas and is a key driver of Gartner's growth. The manager will collaborate closely with GSSO leaders across the business to implement and support optimal territory investment, design, and alignment strategies to maximize sales productivity and experience. Additionally, the manager will oversee a team of 3-4 associates, focusing on account assignments to sales associates.

What you will lead

Sales Territory Operations

• Oversee business-critical account assignment operations to boost sales productivity.
• Understand and enforce the sales strategy and Rules of Engagement, approving or escalating issues as appropriate.
• Ensure timely and accurate NSA assignments while continuously improving the process.
• Drive and support continuous improvement initiatives to enhance operational efficiency.

Stakeholder Partnership

• Partner with sales leaders to provide strategic support across all territory planning and analytics-related projects.
• Drive and support continuous improvement initiatives to enhance operational efficiency.
• Partner with other team within GSSO and work in conjunction to ensure best seller experience and increased productivity.

People Management

• Drive and support continuous improvement initiatives to enhance operational efficiency.
• Successfully manage and develop associates to enhance their skills and performance.
• Document processes and coordinate cross-training to ensure operational consistency and resilience.

Reporting and Analytics

• Analyse regional data and metrics to identify trends and opportunity areas at various levels (e.g., region, industry, practice).
• Conduct regular analyses to ensure teams positively impact sales productivity and improve the overall experience.

What you will need

• MBA with 6+ years of experience in Client Management, Sales, or Service Operations.
• Proficiency in Microsoft Office, especially Excel and PowerPoint; knowledge of Power BI/Macros is a plus.
• Ability to thrive in a fast-paced, deadline-driven, and dynamic team environment.
• Strong time management skills to prioritize workload and meet deadlines with accurate results, even in high-pressure situations.
• Demonstrated leadership and problem-solving skills with a proven track record of driving initiatives.
• Experience working with large datasets from multiple sources.
• Excellent oral and written communication skills.
• Confidence in communicating and presenting to diverse audiences at various organizational levels and cultures.

What you will get

• Competitive salary, generous paid time off policy, charity match program, Group Medical Insurance, Parental Leave, Employee Assistance Program (EAP) and more!
• Collaborative, team-oriented culture that embraces diversity
• Professional development and unlimited growth opportunities

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.

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. 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 vast, virtually untapped market potential offers limitless opportunities - opportunities that may not even exist right now - for you to grow professionally and flourish personally.