Membership Acquisition Executive - Sales Enablement - Marketing (CME)

    • Darien, CT

What makes Gartner a GREAT fit for you? When you join Gartner, you’ll be part of a fast-growing team that helps the world become smarter and more connected. We’re the world’s leading research and advisory company, achieving consistent double-digit growth by steering clients toward the right decisions with business and technology insights they can’t find anywhere else. Our associates enjoy a collaborative work environment, exceptional training and career development — as well as unlimited growth opportunities. If you like working with a curious, supportive, high-performing team, Gartner is the place for you.

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

Job Requirements
  • 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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