Job description
Role Overview
Account Executive, LE/GE, GTS at Gartner. This is a field sales role based in a territory of Large Enterprise clients.
Company Overview
Gartner, Inc. (NYSE:IT) is the world authority on AI and guides leaders who shape the world. Founded in 1979, Gartner has grown to 20,000 associates globally who support over 13,000 client enterprises in approximately 90 countries and territories. The company delivers actionable, objective business and technology insights to help enterprise leaders and their teams succeed with mission-critical priorities. Gartner operates in a hybrid work environment and is recognized worldwide as a great place to work.
Role Purpose
The Account Executive builds trust-based relationships with C-Level Executives to ensure clients receive maximum value from their Gartner relationship. The role drives client retention and growth while identifying opportunities for stronger value delivery through alternative product offerings.
Key Responsibilities
Client Value & Retention
- Drive value delivery with current Gartner clients, ensuring clients maximize the value they receive from their Gartner services.
- Build trust-based relationships with C-Level Executives and their teams.
- Understand the mission-critical priorities of clients.
Growth & Pipeline Development
- Identify, cultivate, qualify and close client growth opportunities through cross-sell and upsell.
- Continually build a pipeline of high-quality opportunities to deliver against sales metrics.
Sales Management & Forecasting
- Own quota responsibility for your assigned territory.
- Manage complex high-revenue sales across matrix and diverse business environments.
- Own forecasting and account planning on a monthly, quarterly and annual basis.
- Ensure KPIs are met.
Qualifications & Experience
- 5-8+ years of B2B sales experience, preferably within complex, intangible sales environments.
- Experience selling to and/or influencing C-Level Executives.
- Proven track record of meeting and exceeding sales targets.
- Proven ability to own, manage and forecast a complex sales process.
- Bachelor's degree preferred.
Skills & Competencies
- Ability to manage complex high-revenue sales.
- Strong account planning and forecasting capability.
Additional Information
- Territory covers Large Enterprise clients: End-User segment with +$1 billion in annual revenue; Tech Vendor segment with +$500 million in annual revenue.
- Willingness to conduct travel as needed.
- Competitive salary and generous paid time off policy.
- Uncapped commission structure.
- Charity match program.
- World-class sales training programs and skill development programs.
- Annual "Winners Circle" event attendance at exclusive destinations for top performers.
- Collaborative, team-oriented culture that embraces inclusion.
- Professional development and career growth opportunities.
- Hybrid work environment with flexibility to work virtually and collaborate with colleagues in person.
- Equal Opportunity Employer; reasonable accommodations available for qualified individuals with disabilities or disabled veterans.