Business Development Executive

Role Overview

Business Development Executive at Gartner. This role is based in a territory serving Large Enterprise prospects globally.

Company Overview

Gartner, Inc. (NYSE:IT) is the world authority on AI and guides the leaders who shape the world. Since 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 actionable, objective business and technology insights to help enterprise leaders and their teams succeed with mission-critical priorities.

Role Purpose

Business Development Executives strategically acquire new Large Enterprise clients by cultivating trust-based relationships with C-level executives, understanding their mission-critical priorities, and uncovering opportunities to deliver client value through the lens of their industry. Executives own and drive the full sales cycle from prospect identification through closure, then transition new clients to the account management team for ongoing value delivery.

Key Responsibilities

Business Development & Sales Execution

• Seek out and drive new business opportunities with new-to-Gartner organizations across assigned territory, targeting Large Enterprise C-Level stakeholders from initial outreach to close.
• Convert viable prospects into active Gartner clients, owning the full sales conversation and negotiation through transition to the account management team.
• Own and manage the full sales cycle, from identifying prospects to closure.
• Manage complex high-revenue sales across matrix and diverse business environments.
• Own quota responsibility for assigned territory.

Pipeline & Opportunity Management

• Continually build a pipeline of high-quality opportunities to deliver against sales metrics and ensure KPIs are met.
• Own forecasting and account planning on a monthly, quarterly, and annual basis.

Client Value Delivery

• Align the right combination of insight, guidance, and practical tools to bring value to client partnerships.
• Build and maintain trust-based, value-add relationships with clients focused on delivering long-term client value.

Qualifications & Experience

• 5+ years of B2B sales experience, preferably within complex, intangible sales environments.
• Business development or new client-acquisition experience in a selling role highly desired.
• Experience selling to and/or influencing C-level executives.
• Proven track record meeting and exceeding sales targets.
• Proven ability to own, manage, and forecast a complex sales process.
• Bachelor's degree preferred.

Skills & Competencies

• Results-driven and client-committed approach.
• Highly collaborative mindset.
• Ability to identify and cultivate trust-based relationships.
• Strong negotiation and sales conversation skills.
• Strategic account planning and forecasting capability.

Additional Information

Territory & Segment

• Territory of Large Enterprise prospects, which may be completely new prospects with no existing spend or clients within other Gartner areas.
• End-User Large Enterprise segment: prospects with +$1 billion in annual revenue.
• Technology Vendor Large Enterprise segment: prospects with +$500 million in annual revenue.

Compensation & Benefits

• 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.

Work Environment

• Hybrid work environment with flexibility to work virtually when productive and collaborate with colleagues in person.
• Willingness to conduct travel as needed.

Career Development

• Gartner has a promote-from-within culture with limitless opportunities for progression.
• Typical internal promotion paths include Business Development Director, Team Lead, and Sales Manager roles.
• Most Sales Managers and Team Leads are hired internally as part of the progression path.
• Leaders are focused on helping associates achieve success in their current role and coaching them to the next role or path.

Company Culture

• Collaborative, team-oriented culture that embraces inclusion.
• Teams composed of individuals from different geographies, cultures, religions, ethnicities, races, genders, sexual orientations, abilities, and generations.
• Professional development and career growth opportunities.

Equal Employment Opportunity

Gartner is an Equal Opportunity Employer committed to providing equal employment opportunities to all applicants and employees without regard to race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status. Reasonable accommodations are available for qualified individuals with disabilities or disabled veterans.