University: Sheffield Hallam University
Job Title: Commercial Director
Office Location: London, U.K.
Describe your team in 25 words or less: We’re THE partner for Europe’s CMOs. I lead the commercial team for Gartner for Marketing Leaders. A talented, bright and driven team; currently busy smashing quotas.
Why did you choose Gartner? It was more Gartner choosing me, to be honest. Heritage CEB contacted me not long after I had graduated as they found my CV on a recruitment website. I was looking to move to London as my then boyfriend (now husband) had already gotten a placement on a graduate scheme in the city. I must admit, even on Day 1 I wasn’t totally sure what CEB actually did!
What was your first role at Gartner? I started as what used to be called an “Analyst.” Its current equivalent is our Account Management Specialist, graduate entry role.
How long have you worked at Gartner? I joined heritage CEB in the summer of 2007, so it’s nearly 11 years now. Or 43 quarter closes!
What makes Gartner a great place to work? First and foremost, the people — both internally, especially my team, and externally, our clients. I’ve forged some excellent relationships with clients over the years, and I’ve enjoyed seeing their businesses and careers flourish. Second, I love that every day is a challenge — in a good way! I have to think on my feet every day, whether that is how to navigate a deal to a close, how to teach a client some of our research in a way that will have a meaningful impact on their business or how to help coach a team member on an emerging skill. The diversity in my day is great. I’m certainly never bored!
Describe yourself in three words: Committed, honest and ambitious
Share a success story about your team: My current team is brand-new, so our biggest success as a collective is launching a brand-new service in the European market, which in itself is a huge achievement. Our teams have had to be really agile over the past 18 months since the Gartner acquisition, and they have taken every day in their stride. We’ve learned new research, changed our value proposition, changed territories twice in four months, had a new CRM system, had new people join the team, figured out new selling rules; the list goes on.
Describe your management style: Honest, reliable, driven, empowering, enthusiastic and fun
What role does your team play in Gartner’s success? A HUGE one. Gartner for Marketing Leaders has been described as the “fastest ship in the fleet” for the past few years, based on the service’s success in the U.S. market. My team is now sailing that ship in European waters, and with the integration of L2, Iconoculture and heritage CEB content, we’ve made the ship a power boat! Like one of those RIBs you see on the Thames. Lifejackets and safety helmets on — we’re ready for the ride!
What are three of the most important responsibilities/tasks of your team? In Gartner, we have codified what the highest-performing salespeople do — we call those steps The Pathway to Gold. Through following The Pathway to Gold’s guidance on retention and growth activities, coupled with our amazing service in Gartner for Marketing Leaders, my team is so well positioned to smash it this year. For my team, we are focusing on four key activities: selling multi-year agreements, executing the retention lifecycle, driving high activity and winning the C-level. These are the most important activities to underpin our success.
If you could describe your team dynamic in one word, what would it be? Motivated
Favorite Quote or Personal Mantra: “True leadership is about making other people better as a result of your presence — and making sure your impact endures in your absence.” It’s a quote an old manager told me years ago and comes from a Harvard Business Review report. Sheryl Sandberg also writes something similar in Lean In.
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