Account Executive, LE/GE, GTS

About this role

What you will do

• Drive value delivery with current Gartner clients, ensuring clients maximize the value they receive from their Gartner services
• Identify, cultivate, qualify and close client growth opportunities through cross-sell and upsell
• Continually build a pipeline of high-quality opportunities to deliver against your sales metrics, ensuring KPI’s are met.
• Quota responsibility for your assigned territory.
• Manage complex high-revenue sales across matrix and diverse business environments.
• Own forecasting and account planning on a monthly/quarterly/annual basis.
• What you will need:
• 5-8+ years' 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.
• Willingness to conduct travel as needed.
• Bachelor's degree preferred
• What you will get:
• Competitive salary, generous paid time off policy, charity match program, and more!
• 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
• Who are we?
• At Gartner, Inc. (NYSE:IT), we guide the leaders who shape the world.
• Our mission relies on expert analysis and bold ideas to deliver actionable, objective business and technology insights, helping enterprise leaders and their teams succeed with their mission-critical priorities.
• Since our founding in 1979, we’ve grown to 21,000 associates globally who support \~14,000 client enterprises in \~90 countries and territories.
• We do important, interesting and substantive work that matters.
• That’s why we hire associates with the intellectual curiosity, energy and drive to want to make a difference.
• The bar is unapologetically high.
• So is the impact you can have here.
• What makes Gartner a great place to work?
• Our vast, virtually untapped market potential offers limitless opportunities 109468 Client Director Team Lead, GTS San Francisco California United States of America Technology Sales Account Management

About the role

What you will do

• Gain access to and develop trust based, value added relationships with senior most technology leaders and their teams in large global accounts
• Lead overall account and territory strategy to drive YoY growth and retention
• Develop exemplary account solutions and license architectures – building account vision and strategy, and driving execution towards intended state
• Orchestrate and marshal account planning and execution with sales team members and cross-BU internal partners
• Lead and coach direct sales team on best practice execution
• Develop understanding of client business strategy, drivers, goals and initiatives - translating these into opportunities for the client to maximize value received and identifying new value delivery opportunities
• Attract and retain top talent within sales team by following Gartner’s validated recruitment methodology, with a strong focus on building a pipeline of candidates for potential open opportunities
• Drive high activity by coordinating prospecting strategies and driving prospecting execution
• Become a trusted advisor for the client across all their primary locations
• Account management with the outcome of increased customer engagement and an increase in retention and account growth
• Quota responsibility aligned to a specific multinational account
• Build and demonstrate mastery of Gartner sales methodology and products
• Drive consistent execution of Gartner’s proven best practices
• Line leadership, coaching, and development of direct report sales associates
• Responsible for forecasting and forecast accuracy on a monthly/quarterly/annual basis
• Maintain and leverage competitive knowledge & focus
• What you will need:
• 15+ years of experience with +10 years of sales experience. Past leadership experience strongly preferred.
• Track record of success in a quota-bearing consultative selling environment, preferably experience in high technology (services or software) sales
• Experience owning and developing new trust-based relationships with C-Level and senior level clients and prospects in large multi-national companies
• Proficient in global account planning, territory management, and developing solution/license architectures
• Strong demonstration of intellect, drive, influencing skills, executive presence, relationship building, sales acumen, collaboration, and compelling communications
• Proven experience building trust-based client relationships - offering value added, insightful and strategic insight into their business
• Proven ability to understand enterprise-wide issues and to structure innovative, integrated solutions that provide IT decision support to global companies
• Comprehensive understanding of technology buying centers and procurement processes of large global accounts
• Extensive and relevant industry knowledge, specific to vertical markets per territory
• Strong presentation skills and business application proficiency (e.g. PowerPoint, CRM tools, Word, Excel, etc.)
• Proficiency in navigating full lifecycle of sales process
• Bachelor’s degree desired
• Master's degree a plus
• What you will get:
• Competitive salary, generous paid time off policy, charity match program, and more!
• 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
• Who are we?
• At Gartner, Inc. (NYSE:IT), we guide the leaders who shape the world.
• Our mission relies on expert analysis and bold ideas to deliver actionable, objective business and technology insights, helping enterprise leaders and their teams succeed with their mission-critical priorities.
• Since our founding in 1979, we’ve grown to 21,000 associates globally who support \~14,000 client enterprises in \~90 countries and territories.
• We do important, interesting and substantive work that matters.
• That’s why we hire associates with the intellectual curiosity, energy and drive to want to make a difference.
• The bar is unapologetically high.
• So is the impact you can have here.
• What makes Gartner a great place to work?
• Our vast, virtually untapped market potential offers limitless opportunities – opportunities that may not even exist right now – for you to grow professionally and flourish personally.
• How far you go is driven by your passion and performance.
• We hire remarkable people who collaborate and win as a team.
• Together, our singular, unifying goal is to deliver results for our clients.
• Our teams are inclusive and composed of individuals from different geographies, cultures, religions, ethnicities, races, genders, sexual orientations, abilities and generations.
• We invest in great leaders who bring out the best in you and the company, enabling us to multiply our impact and results.
• This is why, year after year, we are recognized worldwide as a great place to work.
• What do we offer?
• Gartner offers world-class benefits, highly competitive compensation and disproportionate rewards for top performers.
• In our hybrid work environment, we provide the flexibility and support for you to thrive — working virtually when it's productive to do so and getting together with colleagues in a vibrant community that is purposeful, engaging and inspiring.
• Ready to grow your career with Gartner?
• Join us.
• Gartner believes in fair and equitable pay.
• A reasonable estimate of the base salary range for this role is 158,000 USD - 199,000 USD.
• Please note that actual salaries may vary within the range, or be above or below the range, based on factors including, but not limited to, education, training, experience, professional achievement, business need, and location.
• In addition to base salary, employees will participate in either an annual bonus plan based on company and individual performance, or a role-based, uncapped sales incentive plan.
• Our talent acquisition team will provide the specific opportunity on our bonus or incentive programs to eligible candidates.
• We also offer market leading benefit programs including generous PTO, a 401k match up to $7,200 per year, the opportunity to purchase company stock at a discount, and more.
• The policy of Gartner is to provide 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 and to seek to advance the principles of equal employment opportunity.
• Gartner is committed to being an Equal Opportunity Employer and offers opportunities to all job seekers, including job seekers with disabilities.
• If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access the Company’s career webpage as a result of your disability.
• You may request reasonable accommodations by calling Human Resources at +1 (203) 964-0096 or by sending an email to ApplicantAccommodations@gartner.com.

Job Requisition ID:109468

About the role

What you will do

• Gain access to and develop trust based, value added relationships with senior most technology leaders and their teams in large global accounts
• Lead overall account and territory strategy to drive YoY growth and retention
• Develop exemplary account solutions and license architectures – building account vision and strategy, and driving execution towards intended state
• Orchestrate and marshal account planning and execution with sales team members and cross-BU internal partners
• Lead and coach direct sales team on best practice execution
• Develop understanding of client business strategy, drivers, goals and initiatives - translating these into opportunities for the client to maximize value received and identifying new value delivery opportunities
• Attract and retain top talent within sales team by following Gartner’s validated recruitment methodology, with a strong focus on building a pipeline of candidates for potential open opportunities
• Drive high activity by coordinating prospecting strategies and driving prospecting execution
• Become a trusted advisor for the client across all their primary locations
• Account management with the outcome of increased customer engagement and an increase in retention and account growth
• Quota responsibility aligned to a specific multinational account
• Build and demonstrate mastery of Gartner sales methodology and products
• Drive consistent execution of Gartner’s proven best practices
• Line leadership, coaching, and development of direct report sales associates
• Responsible for forecasting and forecast accuracy on a monthly/quarterly/annual basis
• Maintain and leverage competitive knowledge & focus
• What you will need:
• 15+ years of experience with +10 years of sales experience. Past leadership experience strongly preferred.
• Track record of success in a quota-bearing consultative selling environment, preferably experience in high technology (services or software) sales
• Experience owning and developing new trust-based relationships with C-Level and senior level clients and prospects in large multi-national companies
• Proficient in global account planning, territory management, and developing solution/license architectures
• Strong demonstration of intellect, drive, influencing skills, executive presence, relationship building, sales acumen, collaboration, and compelling communications
• Proven experience building trust-based client relationships - offering value added, insightful and strategic insight into their business
• Proven ability to understand enterprise-wide issues and to structure innovative, integrated solutions that provide IT decision support to global companies
• Comprehensive understanding of technology buying centers and procurement processes of large global accounts
• Extensive and relevant industry knowledge, specific to vertical markets per territory
• Strong presentation skills and business application proficiency (e.g. PowerPoint, CRM tools, Word, Excel, etc.)
• Proficiency in navigating full lifecycle of sales process
• Bachelor’s degree desired
• Master's degree a plus
• What you will get:
• Competitive salary, generous paid time off policy, charity match program, and more!
• 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
• Who are we?
• At Gartner, Inc. (NYSE:IT), we guide the leaders who shape the world.
• Our mission relies on expert analysis and bold ideas to deliver actionable, objective business and technology insights, helping enterprise leaders and their teams succeed with their mission-critical priorities.
• Since our founding in 1979, we’ve grown to 21,000 associates globally who support \~14,000 client enterprises in \~90 countries and territories.
• We do important, interesting and substantive work that matters.
• That’s why we hire associates with the intellectual curiosity, energy and drive to want to make a difference.
• The bar is unapologetically high.
• So is the impact you can have here.
• What makes Gartner a great place to work?
• Our vast, virtually untapped market potential offers limitless opportunities – opportunities that may not even exist right now – for you to grow professionally and flourish personally.
• How far you go is driven by your passion and performance.
• We hire remarkable people who collaborate and win as a team.
• Together, our singular, unifying goal is to deliver results for our clients.
• Our teams are inclusive and composed of individuals from different geographies, cultures, religions, ethnicities, races, genders, sexual orientations, abilities and generations.
• We invest in great leaders who bring out the best in you and the company, enabling us to multiply our impact and results.
• This is why, year after year, we are recognized worldwide as a great place to work.
• What do we offer?
• Gartner offers world-class benefits, highly competitive compensation and disproportionate rewards for top performers.
• In our hybrid work environment, we provide the flexibility and support for you to thrive — working virtually when it's productive to do so and getting together with colleagues in a vibrant community that is purposeful, engaging and inspiring.
• Ready to grow your career with Gartner?
• Join us.
• Gartner believes in fair and equitable pay.
• A reasonable estimate of the base salary range for this role is 158,000 USD - 199,000 USD.
• Please note that actual salaries may vary within the range, or be above or below the range, based on factors including, but not limited to, education, training, experience, professional achievement, business need, and location.
• In addition to base salary, employees will participate in either an annual bonus plan based on company and individual performance, or a role-based, uncapped sales incentive plan.
• Our talent acquisition team will provide the specific opportunity on our bonus or incentive programs to eligible candidates.
• We also offer market leading benefit programs including generous PTO, a 401k match up to $7,200 per year, the opportunity to purchase company stock at a discount, and more.
• The policy of Gartner is to provide 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 and to seek to advance the principles of equal employment opportunity.
• Gartner is committed to being an Equal Opportunity Employer and offers opportunities to all job seekers, including job seekers with disabilities.
• If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access the Company’s career webpage as a result of your disability.
• You may request reasonable accommodations by calling Human Resources at +1 (203) 964-0096 or by sending an email to ApplicantAccommodations@gartner.com.

Job Requisition ID:109468