Membership Acquisition Executive - Sales Enablement - Marketing (CME)
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The “Member Acquisition” (MA) associate will be responsible for supporting sales of the Chief Marketing Executive (CME) programs; identifying and prioritizing prospective new CME opportunities for North America portfolio. MA will conduct successful POC’s in support of opportunities and participating in a complete Service Kick-off (SKO) and transition to a Service Delivery focused Executive Partner.
Major Responsibilities/ Accountabilities
- Focus on selling to only net new/prospective clients and transitioning closed clients to existing AEs and LP’s in line with standard operating procedure. Identify one key activity related to the identified mission critical priorities
- Serve as the CME product expert to coach aligned sales partners on the value proposition and actively participate in the account planning process to determine optimal targets where appropriate
- Collaborate with internal resources and external network to prioritize and penetrate key accounts
- 100% coverage of an agreed target list with POC’s focused on the identified mission critical priorities for each target account
- Collaborate as needed on proposal development and presentation to the prospect to accelerated close in partnership with sales
- Develop and leverage best practices to drive and successfully sell new business opportunities with CME sales in North America; ensure that best practices are captured for future dissemination
- Quota Achievement in new business. In play are Pipeline A’s, B’s, C’s and “Must Wins”
- Compliance in utilizing internal sales enablement tools and management processes (PACT, Challenger)
- Provide POC reporting; conversion rates, continuous improvement programs and insights as it relates to CME product
- POC support at all Forums, CME Conferences and targeted Roundtables
- Education; Bachelors, Masters preferred
- 15+ years working in a senior management role in a Marketing/Sales capacity or 10+ years in that capacity with 5+ years in another Marketing/Sales role (e.g. consulting)
- In-depth understanding of the marketing industry and the role of line Chief Marketing Executives (including leadership, operations management, strategy and trends, use of metrics, etc.)
In-depth understanding of the business value of Marketing and the alignment of business and IT strategies
- Technical/ Professional Skills & Competencies
- Should have a proven track record in executing quality POCs for C- level prospects
- Demonstrated critical thinking and problem solving skills to assess member situations and provide actionable, outcome-based business/marketing advice, and the ability to leverage appropriate (Gartner and other) resources to help clients achieve business results
- Excellent relationship management skills, including experience working with C level executives
Superior verbal and written communication skills and strong facilitation and presentation skills with C-Level
- History of collaboration and partnership with sales and viewed internally as a coach
- Strong understanding of sales metrics, process, methodology and deadlines to support quota attainment
- Strong time management / prioritization skills
- Consistent over achievement of retention and growth metrics as a Leadership Partner
- Prior working experience with Sales and solid commercial ear desired
Our Associates enjoy a collaborative work environment, exceptional career development as well as unlimited growth potential.If you like working with a generous, supportive, high-performing team, Gartner is where you want to be.
Job Requisition ID:G16175
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