Variable Compensation Specialist

About the role

This position is focused on managing sales territory allocations and directing incoming prospect leads through the CRM platform. You will help keep territory structures accurate, route leads to the appropriate sales representatives, and support data quality across regional queues and inboxes.

Key responsibilities

• Oversee the global territory management workflow.
• Maintain the territory hierarchy inside Client Connect.
• Handle the process of routing leads to Gartner Sales Executives.
• Look after regional lead queues in Client Connect.
• Investigate and manually assign leads that cannot be auto-routed.
• Use Gartner’s internal tools along with Hoovers, Google, and company websites to verify details such as location, industry, revenue, and subsidiaries.
• Match and assign leads to the right sales executives based on research findings.
• Monitor the leads inbox, reply to questions, and complete manual lead assignments when needed.
• Assign people, client records, and prospect accounts to the correct territories within the hierarchy.
• Watch regional inboxes, respond to requests, and process territory change requests.
• Review, assess, and handle change requests while ensuring alignment with current corporate policies and strategy, escalating issues where necessary.
• Carry out validation checks and data quality reviews as required.
• Apply the sales strategy and Rules of Engagement, and escalate issues when appropriate.
• Share system issues, enhancement ideas, and performance feedback with senior analysts and managers for communication to STG.

Requirements

• A bachelor’s degree is preferred.
• 2 to 3 years of business experience.
• Strong analytical ability with a knack for spotting risks, patterns, and trends.
• Excellent customer service skills and the ability to communicate well with a varied client base.
• Comfort working with cross-functional teams.
• Self-starter mindset with a proactive approach to taking on work and projects.
• Ability to organize priorities and meet deadlines consistently.
• Strong verbal, written, and listening communication skills.
• Adaptability and flexibility.
• Solid Microsoft Office proficiency.
• Must be able to influence, lead, and work through complex or ambiguous situations.
• Open to feedback, eager to learn, and committed to continuous improvement.
• Consistently strong performer with persistence, humility, and a positive attitude under pressure.

About Gartner

Gartner helps leaders make better decisions by providing objective analysis and practical insights for critical business and technology priorities. Founded in 1979, the company has grown into a global organization with 20,000 associates supporting more than 13,000 client enterprises across about 90 countries and territories.

The company values collaboration, integrity, objectivity, results, and an ambitious mindset. It promotes professional growth, innovation, and strong leadership, and it emphasizes inclusive teams across a wide range of backgrounds and perspectives.

What this role offers

• An energetic and positive workplace culture.
• Clear opportunities for growth and internal advancement.
• Encouragement to innovate and question the status quo.
• Access to strong training and development resources.
• Recognition and rewards tied to performance.
• World-class benefits and highly competitive compensation.
• Flexibility through a hybrid work environment, with virtual work when appropriate and in-person collaboration when needed.

Equal opportunity and accommodations

Gartner provides equal employment opportunities to all applicants and employees regardless of race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status. The company also supports applicants with disabilities and disabled veterans who may need reasonable accommodations during the hiring process.

Additional information

Requisition ID: 111432.

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