Account Executive, LE/GE, GTS

Role Overview

Account Executive, LE/GE, GTS at Gartner. This is a field sales role based in a Large Enterprise territory.

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 expert analysis and actionable, objective business and technology insights to help enterprise leaders succeed with mission-critical priorities.

Role Purpose

Drive client retention and growth by building trust-based relationships with C-Level Executives and their teams. Ensure clients receive expected value from the Gartner relationship, identify opportunities for stronger value delivery through alternative product offerings, and manage quota responsibility for a Large Enterprise territory.

Key Responsibilities

Client Value Delivery

• Drive value delivery with current Gartner clients, ensuring clients maximize the value they receive from their Gartner services.
• Understand mission-critical priorities of clients and deliver on expectations.

Growth & Opportunity Management

• Identify, cultivate, qualify and close client growth opportunities through cross-sell and upsell.
• Manage complex high-revenue sales across matrix and diverse business environments.
• Continually build a pipeline of high-quality opportunities to deliver against sales metrics and ensure KPIs are met.

Sales Planning & Forecasting

• Own forecasting and account planning on a monthly, quarterly, and annual basis.
• Maintain quota responsibility for assigned territory.

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 build and maintain trust-based relationships.
• Complex sales management capability.
• Account planning and forecasting proficiency.
• Pipeline development and opportunity qualification.

Additional Information

• Territory scope: In the End-User Large Enterprise segment, work with clients who have +$1 billion in annual revenue. In the Tech Vendor Large Enterprise segment, work with clients who have +$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.