Author Profile

Ilona Hansen

Ilona Hansen

VP Analyst

8 years at Gartner,  29 years' experience

Location:  Germany  |  Language(s):  English, German

Roles and Responsibilities

llona Hansen is a Vice President in the ITLTP Applications Group. Mrs. Hansen manages research in the area of CRM application strategies, coupled with a focus on complex CRM programs, selection process, user adoption and AI-empowered CRM technologies. She is responsible for the Partner Relationship Management (PRM) agenda within the CX and CRM technology team which includes a market guide. She is co-authoring the CRM Sales Force Automation MQ. She is Gartner's Vendor Lead Analyst for SAP. Mrs. Hansen has extensive global leadership experience and expertise in the execution of sales technologies coupled with over 28 years' IT industry experience.


Previous Experience

Prior to joining Gartner, Mrs. Hansen served as a Senior Sales Operations manager at Polycom and Fujitsu Siemens Computers, where she led from 10 to 60 people, varying on the projects. She provided the critical link from management to sales/marketing teams, the partner environment and back-office organizations. Ms. Hansen owned the sales process design and was responsible for effective sales organizational structures. To accomplish these tasks, she developed the necessary sales and marketing tools for management, but also the different teams. Finally, she was responsible for any commission-related issues and disputes. She gained insights into Polycom from a regional point of view, where she headed Sales Operations on a regional level in 20 countries, but also from a headquarter perspective at Fujitsu Siemens Computers, where she was responsible for all EMEA sales projects across 21 countries.

Professional Background

  • Fujitsu Siemens Computers, Senior Sales Operations Manager, 8 years
  • Ingram Micro, Head of Marketing Controlling, 8 years
  • Polycom, Senior Regional Sales Operations Manager, 4 years


  • B.A., Universidad Nacional Autonoma de Mexico, Mexico City
  • M.B.A., Clemson University, South Carolina