Gartner Expert

Matthew P Kiel

VP, Team Manager

Matthew Kiel serves as the VP, Team Manager across Gartner's Sales & Service and Marketing & Communications Practices, based in Sydney. In this role, Mr. Kiel leads a team of advisors who regularly facilitate discussions with senior executives and leaders on how best to apply quantitative insights and peer experience to their own context.

Clients seek out Mr. Kiel's input as a thought-partner and interpreter of Gartner research in areas such as: customer messaging and value propositions, sales productivity and performance, customer service and experience, and change management. He is 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.

Previous experience

In previous roles at CEB, Mr. Kiel has worked across multiple functions including Sales, Research, and Consulting, as well as multiple geographies, including North America, EMEA and APAC. He most recently 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. Earlier in his career, Mr. Kiel was the first research hire supporting the launch of CEB's membership offering for sales leaders at midsized enterprises.

Areas of coverage

Customer Experience Design and Execution (retired)

B2B Buyer Insights (retired)

Sales Enablement

Sales Talent Management

Multichannel Strategy and Design


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