Senior Account Manager

Are you looking for a fast-paced career with outstanding advancement potential at a global market leader? If so, think about Gartner. The world's leading research and advisory company, Gartner (NYSE:IT) delivers the technology-related insight necessary for our clients to make the right business decisions, every day. We are seeking highly motivated, achievement-driven sales associates to contribute to our double-digit growth, backed by the solid infrastructure of a world-class sales organization. In addition to a competitive base salary, uncapped commissions and exceptional benefits, Gartner sales associates can enjoy generous performance-based rewards, including all-expense-paid trips to exotic locations around the world. Come be a part of our incredible growth organization!

The Account Executive is a field sales role responsible for both direct client contract value retention as well as growth through contract expansion and the introduction of new products and services. The territory for this role includes specific major accounts (companies with $400m - $750m in revenue by region) client accounts, and carries a sales quota of $700,000+ of contract value.

This role is responsible for:

  • Consult with c-level executives to develop and implement an effective, enterprise-wide strategy that maximizes the value delivered by Gartner's products and services
  • Account management with outcome of increased customer satisfaction and increase in retention & account growth
  • Quota responsibility of $700,000+ of contract value within a territory of major account sized client accounts
  • Consistent execution of Gartner's internal sales methodology
  • Proficient in account planning and understanding of territory management
  • Manage forecast accuracy on a monthly/quarterly/annual basis
  • Maintain competitive knowledge & focus
  • Fiscal responsibility with regards to expense management
  • In-depth knowledge of Gartner's products and services



Qualifications:


  • Bachelors’ Degree Preferred
  • Minimum 7+ years proven consultative sales experience in high technology (services, s/w, h/w) to large multinational companies.
  • Ability to build credibility quickly with new clients; relationship should be developed at the highest level and other key stakeholders.
  • Proven experience in prospecting and developing new business, by effectively building prospect lists and strong ability to transition prospects to clients.
  • Proven experience in closing enterprise-wide complex sales solutions, by structuring innovation, integrated solutions that provide IT decision makers value and support in achieving their business goals.
  • High level of clock speed; ability to comprehend and problem solve by thinking and acting quickly on your feet.
  • Strong leadership skills and ability to influence others in the organization with no direct reporting relationship.
  • Ability to articulate a strong value proposition of Research at the executive level.
  • Ability to uncover and prioritize prospective client’s KI’s to drive a shortened sales cycle.
  • Comprehensive understanding of technology buying centers.
  • Prior experience utilizing a corporate/enterprise-wide CRM tool.
  • Intermediate to advanced competence in Excel.


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