Analyst Profile

Ilona Hansen

Ilona Hansen

Sr Director Analyst

4 years at Gartner ,  23 years industry experience

Roles and Responsibilities

llona Hansen is a Research Director in the application research group. She is responsible for managing research in the area of CRM application strategies, and is co-authoring the Sales Force Automation MQ and the CRM Lead Management MQ. Ms. Hansen has extensive knowledge of sales technologies, including sales acceleration applications and partner relationship management (PRM) applications for the indirect sales approach. She has additional expertise in providing guidance for setting up sales organizations, sales processes and how to bridge organizational structures. She furthermore covers CRM strategies, helping customers in setting up a project plan for implementing and/or renewing their CRM system.


Previous Experience

Ms. Hansen has 20 years of experience in the IT industry. Prior to joining Gartner, she 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



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