Account Executive, Mid-Sized Enterprise
Want to help influence the world’s best companies? Join Gartner as an Account Executive, and help drive sales growth while managing a client portfolio that is unmatched among other advisory and consulting companies.
The Account Executive is the focal point for all customer interaction within our Mid-Sized Enterprises practices sales and renewal cycle. You will act as a business-practice guide to their assigned member organizations and monitors his or her accounts development and growth from initial sale to year-on-year renewal always staying aware of cross-sell opportunities.
How You Will Make an Impact in Account Management
Watch all commercial activities within a practice, for a pool of 20-50 companies.
Teach clients and prospects the benefits of Gartner products and services, detailing our business model and value proposition.
Craft new business leads, and generate cross-selling opportunities through existing member relationships.
Determine appropriate tactics to drive urgency in sales cycle including trial meetings, teleconferences, and guest website access.
Use existing member relationships to contact new business leads and generate cross-selling opportunities.
Across an annual cycle, invest in the activities that help your pool of companies significantly grow revenue.
Pursue, negotiate, and close cross-sell opportunities, leading senior executives into active membership status through a consultative sales approach.
Master the research terrain for the membership, and monitor industry trends as necessary.
Customize account plans for member companies, outlining service delivery, revenue growth strategies, and potential additions for existing memberships.
Build relationships with prospects and existing clients (members) by demonstrating in-depth institutional knowledge, understanding their specific business needs, and presenting an appropriate mix of Gartner products and research solutions through personal visits and phone calls.
Work with product partners to ensure targeted and substantive resolution of diagnosed client needs.
Help upgrade other Account Managers skills and abilities through feedback and mentoring, with strong emphasis on building commercial skills (e.g. diagnosis and negotiation ability, sales pipeline management, and forecasting accuracy).
We Want an Account Executive with These Qualifications
3-5 years of successful sales/account management experience, including holding commercial negotiations within a blue-chip client base and handling at least 50 accounts/opportunities
Validated ability to handle revenue responsibility and meet monthly, quarterly, and annual financial goals
Skills in leading multiple commercial processes (new business sales and renewals), forecasting precisely, and identifying challenges to a positive commercial outcome
Strong ethic for fulfilling service requests and keen interest in building relationships with executives
Ability to use internal influence to ensure that Gartner s full capabilities are brought to bear in serving our clients
Excellent time management skills and strong attention to detail
Deep understanding of business concepts for large national and international corporations, as well as Gartner's product portfolio
Undergraduate degree preferred (any discipline)
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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 insight, helping enterprise leaders and their teams succeed with their mission-critical priorities.
Since our founding in 1979, we’ve grown to more than 20,000 associates globally who support ~15,000 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 sustained success creates limitless opportunities for you to grow professionally and flourish personally. We have a vast, virtually untapped market potential ahead of us, providing you with an exciting trajectory long into the future. 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 53,000 USD - 73,000 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 affirmatively 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 .
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