Senior Director Analyst - Services GTM and AI Transformation

Senior Director Analyst - Services GTM and AI Transformation

About the role:

Gartner Analysts are industry thought leaders who create must-have research, market predictions and best practices for a broad range of world-leading organizations. As a Senior Director in the Tech CEO Research Practice, you will serve as a trusted advisor to small and midsize technology service provider organizations (including professional services arms inside technology product companies), helping them navigate the evolving landscape of running a tech company, and transformation of their go-to-market (GTM) strategy, technology stack and operations to compete in the AI-era.

You will take a holistic view of GTM for technology services and professional services: strategy, motion design, revenue architecture, sales, marketing, customer success, partnerships, pricing and packaging, professional services attach and delivery models, GTM engineering, and the AI technology stack that now binds those functions together.

You will be the credible voice for Tech CEOs and their executive teams on how AI-led and AI-first GTM strategies apply to services firms and professional services organizations. Through innovative research, direct client interactions, and thought leadership, you will empower Tech CEOs and executive teams to transform their GTM strategy, tech and operations – including services packaging, attach rates, scoping, delivery models, GTM engineering capabilities and services-led growth to drive business effectiveness, accelerate growth and enable competitive advantage.

What you will do:

● Create innovative, thought provoking, and highly leveraged “must-have research” on AI-era GTM for technology services and professional services organizations.

● Develop new research and ideas through thought leadership and offer compelling, actionable approaches to client's needs and requests that accelerate the client's ability to act across technology series and professional services organizations.

● Conduct in-depth analysis and predict trends in AI technology, AI adoption, GTM and business strategies for services businesses (including services packaging, pricing, attach, delivery models, GTM engineering and services-led expansion), providing clients with practical, data-driven recommendations.

● Engage directly with small and midsize technology provider Tech CEOs and servixes leaders (including pro services within product companies) through virtual or face-to-face interactions, delivering high-value advice and facilitating strategic discussions on AI GTM effectiveness, services strategy, GTM engineering and business transformation.

● Deliver impactful presentations at Gartner events, industry conferences, and client briefings, establishing Gartner’s reputation as the world’s authority on AI for technology services and professional services organizations.

● Support research and sales by serving as the voice of the market, collaborating with research teams to create relevant content on technology services and professional services GTM (including GTM engineering) and driving client engagement on critical priorities.

● Peer review research content to ensure quality and relevance for the Tech CEO audience

● Build credibility as an industry expert, representing Gartner research, methodology, and strategy on next generation GTM for professional services and technology services models.

● Mentor and coach junior team members, fostering a collaborative and innovative research community.

● Identify and implement research process improvements to enhance service delivery for small and midsize technology providers.

● Be client-centric, proactively engaging with clients to help them leverage Gartner research and insights into tangible business outcomes.

What you will need:

● Bachelor’s degree or equivalent experience; Graduate degree preferred.

● Built, led or materially shaped GTM at a company that demonstrated AI-led or AI-first GTM strategy that focused on redesigning their revenue system versus tool adoption – ideally within technology services organization or professional services arms.

● Experience managing GTM engineering teams or functions (including setting delivery standards, scaling reusable architectures, automations, data flows and AI-enabled solution patterns for GTM.

● Fluent across the full GTM system for services businesses to include but not limited to ICP and motion design, pipeline, sales execution, RevOps, CS expansion, partners, pricing and packaging, professional services/technology services offerings (attach, scoping, delivery models and services-led growth) and GTM engineering.

● Evaluated and operationalized the modern GTM stack and understands how those systems are converging under AI (to include but not limited to CRM, marketing automation, revenue intelligence, content, agents, data platforms, pricing engines, and services delivery / PSA tools.

● 12+ years of relevant experience in tech company leadership role(s) and AI business transformation, ideally within or serving small and midsize technology service providers and/or professional services organizations.

● Deep understanding of operational and GTM AI tools, trends, and best practices, with the ability to translate technical concepts into actionable business strategies for technology services and professional services organizations.

● Demonstrated executive presence and credibility with technology CEOs and senior leaders.

● Strong organizational skills and ability to deliver high-quality work under tight deadlines.

● Excellence in research, writing, and presentation skills; able to engage and influence C-level audiences.

● Proficiency in analyzing and synthesizing data, applying frameworks, and defending recommendations to client challenges.

● Strong communicator who can explain complex business transformation and AI concepts concisely and simply.

● Subject matter expert comfortable presenting at large and small-scale speaking engagements.

● Strong business and financial acumen, with a focus on business transformation strategies and GTM approaches.

● Deep knowledge of the competitive AI landscape for small and midsize technology services and professional services organizations (including those inside product companies).

● Ability to work independently and collaboratively in a multicultural, global team.

● Learning agile and adept at navigating highly matrixed environments.

● Willingness and ability to travel up to 25% (where applicable ).

What you will get:

● Competitive salary, generous paid time off policy, charity match program and more!

○ US: Medical, Dental & Vision Plans, Parental Leave, Employee Assistance Program (EAP), 401K matching

● Collaborative, team-oriented culture that embraces diversity

● Professional development and unlimited growth opportunities

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Who are we?

At Gartner, Inc. (NYSE:IT), we guide the leaders who shape the world.

Our mission relies on expert analysis and bold ideas to deliver actionable, objective business and technology insights, helping enterprise leaders and their teams succeed with their mission-critical priorities.

Since our founding in 1979, we’ve grown to 20,000 associates globally who support over 13,000 client enterprises in ~90 countries and territories. We do important, interesting and substantive work that matters. That’s why we hire associates with the intellectual curiosity, energy and drive to want to make a difference. The bar is unapologetically high. So is the impact you can have here.

What makes Gartner a great place to work?

Our vast, virtually untapped market potential offers limitless opportunities – opportunities that may not even exist right now – for you to grow professionally and flourish personally. How far you go is driven by your passion and performance.

We hire remarkable people who collaborate and win as a team. Together, our singular, unifying goal is to deliver results for our clients.

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