Name: Ray Reed
Military Branch/Rank: United States Air Force/Lt. Colonel (retired)
Job Title: Managing Client Director
Office Location: Arlington, VA
Describe your job in 25 words or less: Watching people grow under your leadership, both professionally and personally, becoming better leaders as well as sales professionals.
How has your military background helped you excel in your current career? During my military career, I was extremely fortunate to serve during the time when the Air Force was transitioning from “You will do what I say,” to being more transparent answering the “why.” Being a Captain with over 700 people (enlisted and officers) under my command, some with college degrees, instilled a style of leadership that has served me well in the military as well as the private sector, ensuring that everyone understands my vision, my goals, my objectives both personal and professional, and that I understand theirs as well. I also learned that you need to provide your team your personal expectations as well as Gartner’s. We are fortunate at Gartner to work with some of the smartest salespeople I have had the privilege of working with, and smart people want to know the “why.”
What is your favorite part about working for Gartner? The people.
How has Gartner helped you in your career development? Gartner has enabled me to be a better leader.
What has been your proudest moment at Gartner? Watching the Air Force AEs receiving their awards for Top Achiever as well as Eagle at Winner’s Circle.
What advice would you give to recent new hires? Don’t get discouraged; this is the hardest sales job I have ever had, but the rewards are worth the effort.
If you could interview one person (dead or alive) who would it be and why? Ralph Lauren; because he is one of the superbosses — a true leader of leaders.
If you were to write a book about yourself, what would you name it? How to Master Leadership in Sales — Driving Exponential Sales.
What are 3 words that best describe you? Integrity, energy, caring.
Favorite Quote or Personal Mantra: Think strategically, act tactically.