Q: What motivated you to join Gartner?
A: It’s really a combination of factors. First, Gartner is a great company with long-term prospective growth in the world of IT and beyond. Second, the people of Gartner — both those I had a chance to meet during the interview process and those whose interviews I’ve read on the web.
Q: What vision do you have for your role, your team and clients in Russia?
A: The Russian sales team consists of highly skilled and ambitious individuals who have the right pedigree to deliver strong value to our clients, and that converts into value for our company. My team’s priorities would be to maintain planned retention rates, as well as find and execute growth strategies within existing clients. The market potential compared to our current penetration is huge, and we are here to deliver a great 2018 and beyond.
Q: How did you find the interview process?
A: The interview process was a very positive experience for me. In every stage of the process, there was two-way communication, and by the final stage I had already learned a lot about the company, its goals and challenges. So I already feel prepared for a fast start to my work at Gartner.
Q: What are your personal values as a Sales Leader and how do they connect to Gartner and your Area Manager role?
A: Openness and trust are essential in both internal and external relationships. Client relationships based on these values tend to be strong and longer term. Sales organizations based on trust and openness are broadly more successful, with one reason being that people don’t spend time on non-value-add politics and use it for an extra call with their clients.
Q: Tell us more about your management style.
A: I would call it democratic! I believe in empowering people, rather than controlling. I am lucky because in Gartner Russia I found so many energetic, self-driven people, with whom this type of style should work.
Q: What advice do you have for members of your team or someone considering joining your team?
A: Never give up! The best illustration of this: If you are a volleyball fan, you should remember the final game at the Summer Olympics in London in 2012. Yes, it’s true that you cannot win 100% of what you go for, but there is a recipe for how to maximize that number. “Never give up” is part of the recipe.
Q: Why would a prospective candidate want to join your team?
A: If you are ready for a highly rewarding challenge, our team can offer you a collaborative environment with a winning culture and shared drive for success.
Q: How would you describe yourself in three words?
A: Energetic, positive, bona fide
Q: What’s a fun fact about you (or claim to fame)?
A: It happened back in 1993 when I lived in the U.S. and attended school there. We were asked to make a “time measurement” experiment/device in science class. My English was not so good, so I understood only part of the task. I’d asked my dad for help. So he showed me an experiment where you fill a glass with water, cover it with a sheet of paper, turn the glass over and — wow, the sheet actually can hold the water inside the glass! I presented this at school. It had an absolute wow effect on my classmates, and then the teacher asked: “Dmitry! This is great! But … how does it measure time?”
Q: What’s your favorite quote or personal mantra?
A: Never give up!
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