Analyst Profile

Melissa A. Hilbert

Melissa A. Hilbert

Research Director

1 year at Gartner ,  21 years industry experience
AZ USA


Roles and Responsibilities

Melissa Hilbert is a Director in Gartner Research. Ms. Hilbert is responsible for the Sales Performance Management (SPM) agenda within the CRM for sales research agenda including the SPM Magic Quadrant. She has extensive knowledge of SPM systems and processes, sales incentive compensation, quota management and territory management. She has additional expertise in sales enablement processes, sales enablement tools and sales analytics.

Areas of Coverage

  • Customer Relationship Management

Background

Previous Experience

Ms. Hilbert has more than 21 years of experience in the IT industry. Prior to joining Gartner, she served as the WW Director of Sales Enablement for sales and presales at IBM where she educated direct and indirect sellers and presales resources, guiding them with best practices for sales execution, industry knowledge and best practices. Prior to IBM, she worked as a solutions consultant and managed the presales process with several ICM vendors. Ms. Hilbert has directed the enablement efforts worldwide for sales performance management for sales and tech sales including face-to-face, one-on-one and virtual training. Education imparted encompassed industry knowledge and best practices as well as a focus on sales execution.

Professional Background

Harte-Hanks, Presales and Engagement Manager, 11 years
IBM, Director, Worldwide Sales Enablement - Sales Performance Management, 4 years
Xactly Corporation, Sr. Solutions Consultant, SPM, 6 years

Education

B.S., With Distinction, Marketing and Communications, Babson College

Languages

English