Job description
Role Overview
Senior Account Executive, Large Enterprise, Global Technology Services 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 the 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 their mission-critical priorities. Gartner operates in a hybrid work environment that provides flexibility and support to thrive.
Role Purpose
Account Executives are responsible for client retention and growth within their assigned territory. The role requires building trust-based relationships with C-Level Executives and their teams, understanding mission-critical client priorities, ensuring clients receive expected value from their Gartner relationship, and identifying opportunities for stronger value delivery through alternative product offerings.
Key Responsibilities
Client Value Delivery
- Drive value delivery with current Gartner clients, ensuring clients maximize the value they receive from their Gartner services.
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 and ensure KPIs are met.
- Manage complex high-revenue sales across matrix and diverse business environments.
Forecasting & Account Planning
- Own forecasting and account planning on a monthly, quarterly and annual basis.
Territory & Quota Management
- Hold quota responsibility for your assigned territory.
- In the End-User Large Enterprise segment, work with clients who have $1 billion or more in annual revenue.
- In the Tech Vendor Large Enterprise segment, work with clients who have $500 million or more in annual revenue.
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
- Relationship building and trust development with senior-level executives.
- Complex sales process management and execution.
- Territory and quota management.
- Sales forecasting and pipeline development.
Additional Information
- Willingness to conduct travel as needed.
- Competitive salary, generous paid time off policy, and 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.
- Job Requisition ID: 109963.