Gartner Expert

Matthew P Kiel

Managing Vice President

Matthew Kiel serves as Managing Vice President in Gartner's Finance Practice, based in Sydney. In this role, Mr. Kiel leads a team of experts who write research and engage in advisory interactions with senior financial executives and leaders on improving the performance of the finance function.

Previous experience

In previous roles at Gartner, Mr. Kiel was team manager in the Sales Practice, and before that an expert in his own right focused on areas including customer messaging and value propositions, sales productivity and performance, customer service and experience, and change management. He was frequently invited to speak at client conferences and keynote sessions on The Challenger Sale, The Challenger Customer, The Effortless Experience and other customer-related topics.

At CEB, prior to the Gartner acquisition, Mr. Kiel worked across multiple functions and roles including Sales, Research, and Consulting, as well as multiple geographies, including North America, EMEA and APAC. He led the Australian market launch for CEB's Sales and Marketing Solutions business (now Challenger, Inc.), which helps organisations implement commercial transformation projects aligned to The Challenger Sale findings, and earlier drove the new product launch CEB's membership offering for sales leaders at midsized enterprises.

Areas of coverage

Sales Operations

Sales Enablement

Digital Technology in Finance

Sales Strategy and Leadership

Sales Execution


M.B.A., London Business School

M.B.A., Columbia Business School

B.A., Magna cum Laude, Economics and Spanish, University of Richmond

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Top Issues That I Help Clients Address

1Developing compelling value propositions and commercial messaging

2Aligning customer buying processes to sales process

3Navigating stakeholder management and purchase consensus

4Delivering a low-effort service experience for customers

5Improving frontline sales and service productivity