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About the Role

This role involves setting strategy for major regional accounts of substantial strategic and revenue importance. It focuses on a small number of strategic, large multi-national companies, driving new business and managing a sales quota aligned with these accounts.

Responsibilities

• Direct strategy for large, strategic accounts, coordinating selling and relationship activities.
• Understand client business strategy, drivers, goals, and initiatives to identify Gartner selling opportunities.
• Establish and maintain executive client relationships to serve as a trusted advisor.
• Manage accounts to increase customer satisfaction, retention, and growth.
• Manage sales quota aligned to specific strategic accounts.
• Master and consistently execute Gartner’s internal sales methodology.
• Proficiently plan large accounts and manage territory.
• Manage monthly, quarterly, and annual forecast accuracy.
• Maintain competitive knowledge and focus.
• Manage expenses with fiscal responsibility.
• Possess in-depth knowledge of Gartner’s products and services.

Requirements

• 10-15 years of external experience with proven success in consultative sales, preferably in high technology (services, software, or hardware).
• Ability to prospect and manage C-level and senior relationships within large multi-national companies.
• Demonstrate strong intellect, drive, executive presence, and sales acumen.
• Proven experience building excellent client relationships, offering value-added, insightful, and strategic business insights.
• Proven ability to understand enterprise-wide issues and structure innovative, integrated IT decision support solutions for global companies.
• Comprehensive understanding of technology buying centers.
• Extensive and relevant industry knowledge, specific to vertical markets per territory.
• Strong computer proficiency.
• Excellent written, oral, and presentation skills.
• Ability to develop and conduct effective presentations with C-level contract decision makers.
• Knowledge of the full sales process life cycle, from prospecting to close.
• Meet language requirements as determined by territory needs.

Skills

• Consultative sales
• C-level relationship management
• Senior level relationship management
• Executive presence
• Sales acumen
• Client relationship building
• Strategic insight
• Enterprise-wide issue understanding
• Innovative solution structuring
• IT decision support
• Technology buying center understanding
• Industry knowledge
• Computer proficiency
• Written communication
• Oral communication
• Presentation skills
• Sales process management
• Large account planning
• Territory management
• Forecast accuracy management
• Competitive analysis
• Expense management
• Product and service knowledge

Location

• Hybrid

Work Type

• Full-time
• Hybrid

Experience Level

• 10-15 years of external experience

Education Level

• Bachelor’s degree with strong evidence of success
• Master’s or advanced degree a plus

Salary/Compensations

• Base salary range: 144,000 USD - 184,000 USD
• Annual bonus plan based on company and individual performance
• Role-based, uncapped sales incentive plan

Benefits

• Competitive salary
• Generous paid time off policy
• Charity match program
• Medical Plans
• Dental Plans
• Vision Plans
• Parental Leave
• Employee Assistance Program (EAP)
• 401K matching up to $7,200 per year
• Opportunity to purchase company stock at a discount
• World-class benefits
• Highly competitive compensation
• Disproportionate rewards for top performers

About the Company

• Gartner, Inc. (NYSE:IT) guides leaders who shape the world.
• Our mission delivers actionable, objective business and technology insights through expert analysis and bold ideas, helping enterprise leaders succeed with mission-critical priorities.
• Founded in 1979, Gartner has grown to 20,000 associates globally, supporting over 13,000 client enterprises in approximately 90 countries and territories.
• We perform important, interesting, and substantive work, hiring associates with intellectual curiosity, energy, and drive to make a difference.
• Our vast, virtually untapped market potential offers limitless opportunities for professional and personal growth.
• Career progression is driven by passion and performance.
• We hire remarkable people who collaborate and win as a team, with a singular goal to deliver results for clients.
• Our teams are inclusive, composed of individuals from diverse geographies, cultures, religions, ethnicities, races, genders, sexual orientations, abilities, and generations.
• We invest in great leaders who enhance individual and company performance, multiplying our impact and results.
• Gartner is recognized worldwide as a great place to work year after year.
• Gartner is the world authority on AI, providing proactive, objective guidance for clients' AI journeys.
• We set the standard for organizations leveraging artificial intelligence to drive meaningful impact.
• Employees have access to unmatched resources, expertise, and technology, playing a key role in helping Gartner and clients innovate and grow through AI transformation.
• Over 13,000 client enterprises worldwide rely on Gartner for actionable, objective business and technology insights.
• Our teams of thinkers and doers believe curiosity is key to shaping the future for ourselves and our clients.
• Sustained success creates limitless opportunities for professional and personal growth.

Equal Opportunity

• Gartner's policy 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 advance equal employment opportunity principles.
• Gartner is committed to being an Equal Opportunity Employer and offers opportunities to all job seekers, including those with disabilities.
• Qualified individuals with a disability or disabled veterans may request a reasonable accommodation if unable to use or access the Company’s career webpage due to their disability.
• Reasonable accommodations can be requested by calling Human Resources at +1 (203) 964-0096 or emailing ApplicantAccommodations@gartner.com.