Job description
Role Overview
Account Executive, LE/GE, GTS at Gartner. Field sales position responsible for client retention and growth within Large Enterprise territories.
Company Overview
Gartner, Inc. (NYSE:IT) is the world authority on AI and guides leaders who shape the world. Founded in 1979, the company has grown to 20,000 associates globally who support over 13,000 client enterprises in approximately 90 countries and territories. Gartner delivers expert analysis and bold ideas to provide actionable, objective business and technology insights for enterprise leaders and their teams. The company operates in a hybrid work environment with flexibility and collaborative, team-oriented culture that embraces inclusion.
Role Purpose
Build trust-based relationships with C-Level Executives and their teams to ensure clients maximize value from their Gartner services. Identify mission-critical priorities and deliver value while uncovering opportunities for stronger value delivery through alternative product offerings and cross-sell/upsell expansion.
Key Responsibilities
Client Retention & Value Delivery
- 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 & Account Management
- Own quota responsibility for 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 to 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
- Complex sales process management and forecasting.
- Relationship building and trust development with senior executives.
- Cross-sell and upsell identification and execution.
Additional Information
- Territory focus: Large Enterprise clients. In End-User Large Enterprise segment, work with clients having +$1 billion in annual revenue. In Tech Vendor Large Enterprise segment, work with clients having +$500 million in annual revenue.
- Willingness to conduct travel as needed.
- Competitive salary with uncapped commission structure.
- Generous paid time off policy.
- Charity match program.
- World-class sales training programs and skill development programs.
- Annual "Winners Circle" event attendance at exclusive destinations for top performers.
- Professional development and career growth opportunities.
- Hybrid work environment with flexibility.
- Equal Employment Opportunity Employer. Reasonable accommodations available for qualified individuals with disabilities or disabled veterans. Contact Human Resources at +1 (203) 964-0096 or ApplicantAccommodations@gartner.com.