ToniAnn Thomas

Captain
DISC Type : DS

Executive Partner and VP, Chief Revenue Officer/Chief Sales Officer (CRO/CSO) at Gartner

Boca Raton, Florida, United States

Overview

ToniAnn Thomas is an Executive Partner and Chief Revenue Officer at Gartner, specializing in advising C-Level executives across diverse sectors like SaaS, Aerospace, and Financial Services. With a background in engineering from the University of Maryland, she excels in go-to-market leadership and driving revenue growth. Colleagues describe her as knowledgeable, results-oriented, and a great leader.

She is a member of the External Advisory Committee for the Department of Mechanical Engineering at her alma mater, the University of Maryland. This role allows her to support and empower the next generation of engineers, demonstrating a commitment to giving back to her academic community.

Unique fact: ToniAnn has co-authored publications on specialized topics like "Design Thinking" and "Digital Manufacturing. "

Personality Overview

Dynamic But Sincere

Consummate Professional

Output-Driven

They are very professional in their approach and can weigh multiple perspectives together.  Reading between the lines and seeing beyond your words comes naturally to them. They might take some time to make their mind up but once they do, they don't change it easily.

Topics They Care About

AI in Business
Her recent professional posts are heavily focused on leveraging AI and GenAI for business productivity, innovation, and digital transformation.
C-Suite Advisory
Her current role at Gartner is dedicated to personally advising C-Level executives on priorities, KPIs, and growth opportunities.
Go-To-Market Strategy
A core theme throughout her career, her headline describes her as a "Go-To-Market Leader" with extensive experience in sales and revenue generation.

Media Appearances

ToniAnn has no verified media appearances

Work History

10-2024
Executive Partner and VP, Chief Revenue Officer/Chief Sales Officer (CRO/CSO) at Gartner
11-2023 - 10-2024
Executive Vice President, North America at Sage
7-2021 - 11-2023
Americas SVP/GM, High Tech, Auto, Aerospace, Manufacturing, Comms, Media, Entertainment & Energy at Teradata
8-2018 - 7-2021
Americas Growth & Transformation Leader, Aerospace, Defense and Manufacturing at DXC Technology
10-2015 - 7-2018
Partner, Global Business Services at IBM

Education

BS from University of Maryland - A. James Clark School of Engineering

More Information

Social Presence :

Prographics :

Exp : 29 Location : Boca Raton, Florida, United States Job Level : Leadership Designation : Executive Partner and VP, Chief Revenue Officer/Chief Sales Officer (CRO/CSO) at Gartner
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Insights For Selling To ToniAnn

During A Call Or A Meeting

DO's

  • During followups, use phone or text if needed, they should be fine
  • Come across as a trustworthy professional and be respectful, they usually know their game
  • Stick to your standard pitch and qualifying script, don't try to wing it

DONT's

  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't take their patience for granted, avoid long-winding sermons
  • Don't shy away from asking hard questions, but be extra polite

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with ToniAnn is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from ToniAnn

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will ToniAnn move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can ToniAnn take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And ToniAnn

Personality Compatibility


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