Name: Rachel White
University: Deakin University
Job Title: Regional Vice President — Southeast Asia
Office Location: Singapore
Describe your team in 25 words or less: A diverse group of leaders responsible for field sales in Southeast Asia that includes everything: EU, HTTP, Public Sector, MA and SAO accounts. A fun bunch that loves a laugh and has the strongest work ethic I have ever seen!
Why did you choose Gartner? It chose me! In all seriousness, I saw a job online as an AE and I applied. From there I was WOW’d at every step of the interview process — I had to get that job! More than six years later, I am in my third Gartner role, living in another country. Moving to Gartner was the best career decision I ever made.
What was your first role at Gartner? Account Executive based in Melbourne, Australia, responsible for the higher education sector.
How long have you worked at Gartner? 6.5 years
What makes Gartner a great place to work? The people and the travel. On a daily basis I work with incredible people. I am also very fortunate to have met several amazing individuals across the world. The best part about my job is that it allows me to travel the world and see them!
Describe yourself in 3 words: Passionate, disciplined and energetic
When interviewing a candidate, what are 3 things you look for? Resilience, discipline and strong communication skills. Working at Gartner can be tough but incredibly rewarding. You need to have resilience and the ability to stick to the plan, even when challenges are thrown your way.
Describe your management style: Intense, collaborative and fun. We work for a large, complex organization, but what we do should be simple if we ensure we are focusing our time on activities relating to retention and growth.
What are 3 of the most important responsibilities/tasks of your team? My team has 3 clear priorities: People, retention and growth.
- People: As leaders in this business, they are responsible for coaching and developing their people to be the best sales professionals they can be.
- Retention: They need to coach their teams on the retention life cycle to ensure they are fully prepared and confident to ask clients to renew their Gartner services. They need to coach them to ensure we have documented past value and have a forward-looking engagement plan aligned to each client’s mission-critical priorities.
- Growth: My leaders need to coach their AEs to build the front of the pipeline through driving consistent high activity and selling to the C-level and their teams.
Why would a prospective candidate want to join your team? It’s a fun and rewarding place to work. You will have the opportunity to work and collaborate with incredibly talented individuals, as well as develop your skills every day to be the best that you can be. You will learn, you will laugh, you will work hard, but you will be rewarded and recognized for your efforts.
If you could describe your team dynamic in one word, what would it be? Synergetic
Favorite Quote or Personal Mantra: I have 2 — “Dance like no one is watching.” and “The best things in life are not things.”
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