Get To Know Gartner: Meet Kho Sheau-Ling

Pic2Name: Kho Sheau-Ling

University: University of Hull

Job Title: Area Vice President

Office Location: Singapore

Describe your team in 25 words or less: The team is composed of 12 sales associates and 1 Area Manager focusing on end-users spanning Commercial, FSI and Public Sector.

Why did you choose Gartner? It was an interesting proposition and opportunity to set a new challenge for myself in positioning services versus joining another vendor organization.

What was your first role at Gartner? I was an AE hired to handle Public Sector.

What makes Gartner a great place to work? Gartner is an organization that is constantly looking to innovate not just its products and services, but its people and processes to bring value to its clientele. As a Gartner associate, you have to constantly keep up with technology trends in order to engage your clients effectively. The greatest satisfaction is knowing that our objective research insights have supported our clients in making the right IT investment choices.

Share a fun fact about yourself: I enjoy traveling.

Describe your best employee. What unique qualities does he/she possess that makes them stand out? Someone who is not afraid of having tough conversations with clients, competitive yet collaborative, and supportive of the rest of their team members. Resourceful, with an openness to embrace new ideas and learnings, and more importantly, very resilient.

When interviewing a candidate, what are 3 things you look for? I look for someone who demonstrates integrity, great executive presence and competitiveness.

Share a success story about your team: Due to the requirement to have 7 clients/prospects attending Symposium/ITxpo, not everyone in the team could attend the Gold Coast event last year. The team came together to identify logistical support such as transport arrangement, assigning responsibility to attend analyst one-on-ones for their colleagues’ clients/prospects, preparing medical kit pouches for delegates and providing updates, all in the name of ensuring our delegates had a good experience.2017-07-12-OpsPB2

Describe your management style: I firmly believe in leading from the front, i.e., attend Activity Prep Call with the team and identify prospects with the team. I value and appreciate quality work not just from myself but from my team. We represent Gartner, a global research and advisory firm, and hence we need to present our brand professionally.

What role does your team play in Gartner’s success? We drive retention and grow revenue.

What are 3 of the most important responsibilities/tasks of your team?

  • Drive high activities to build the front of the pipeline.
  • Engage our clients in a relevant manner to improve retention.
  • Overachieve our sales plan.

What advice do you have for members of your team, or someone considering joining your team? Be open to embracing Gartner’s sales methodology and framework to service our clients. Be diligent and resourceful, with a strong mindset.

Why would a prospective candidate want to join your team? You’d be joining a high-performance team where you would have the opportunity to be among the best talents. Gartner is an organization that rewards high achievers with uncapped earnings and a recognition club. We are a growing company, particularly in Asia, and there is opportunity to progress your career in Gartner.

If you could describe your team dynamic in one word, what would it be? Collaborative.

Favorite Quote or Personal Mantra: I can’t change the direction of the wind, but I can adjust my sails to always reach my destination — Jimmy Dean


If you are interested in joining our team in Singapore, search for an open job here.

 

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