Account Executive

Role Overview

Account Executive at Gartner. This is a field sales role responsible for client retention and growth within an assigned territory of Large Enterprise clients.

Company Overview

Gartner, Inc. (NYSE:IT) guides leaders who shape the world through expert analysis and bold ideas, delivering actionable, objective business and technology insights. Founded in 1979, Gartner has grown to 20,000 associates globally who support over 13,000 client enterprises in approximately 90 countries and territories. Gartner is the world authority on AI and sits at the center of the AI revolution, providing proactive, objective guidance throughout clients' AI journeys.

Role Purpose

Account Executives build trust-based relationships with C-Level Executives and their teams to understand mission-critical priorities, ensure clients maximize value from the Gartner relationship, and identify opportunities for stronger value delivery through alternative product offerings. In the End-User Large Enterprise segment, Account Executives work with clients who have more than $1 billion in annual revenue. In the Tech Vendor Large Enterprise segment, Account Executives work with clients who have more than $500 million in annual revenue.

Key Responsibilities

Value Delivery & Client Management

• Drive value delivery with current Gartner clients, ensuring they maximize value from their Gartner services.
• Build trust-based relationships with C-Level Executives and their teams.
• Understand mission-critical priorities of clients.

Sales 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.
• Ensure KPIs are met.

Account Planning & Forecasting

• Own forecasting and account planning on a monthly, quarterly and annual basis.
• Manage complex high-revenue sales across matrix and diverse business environments.
• Hold quota responsibility for your 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 manage complex high-revenue sales across matrix and diverse business environments.
• Strong account planning and forecasting capabilities.

Additional Information

• Willingness to conduct travel as needed.
• Competitive salary and generous paid time off policy.
• Charity match program.
• Uncapped commission structure.
• 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 when productive and collaborate in person.
• Equal employment opportunity employer.