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About the Role

The Client Director, Team Lead role is responsible for setting, directing, and executing the strategy for global clients or major regional accounts that are of substantial strategic and revenue generating importance. This role carries a sales quota and manages direct reports, focusing on client value delivery, client retention, and new business.

Responsibilities

• Gain access to and develop trust based, value added relationships with senior most technology leaders and their teams in large global accounts
• Lead overall account and territory strategy to drive YoY growth and retention
• Develop exemplary account solutions and license architectures – building account vision and strategy, and driving execution towards intended state
• Orchestrate and marshal account planning and execution with sales team members and cross-BU internal partners
• Lead and coach direct sales team on best practice execution
• Develop understanding of client business strategy, drivers, goals and initiatives - translating these into opportunities for the client to maximize value received and identifying new value delivery opportunities
• Attract and retain top talent within sales team by following Gartner’s validated recruitment methodology, with a strong focus on building a pipeline of candidates for potential open opportunities
• Drive high activity by coordinating prospecting strategies and driving prospecting execution
• Become a trusted advisor for the client across all their primary locations
• Account management with the outcome of increased customer engagement and an increase in retention and account growth
• Quota responsibility aligned to a specific multinational account
• Build and demonstrate mastery of Gartner sales methodology and products
• Drive consistent execution of Gartner’s proven best practices
• Line leadership, coaching, and development of direct report sales associates
• Responsible for forecasting and forecast accuracy on a monthly/quarterly/annual basis
• Maintain and leverage competitive knowledge & focus

Requirements

• 15+ years of experience with +10 years of sales experience
• Past leadership experience strongly preferred
• Track record of success in a quota-bearing consultative selling environment, preferably experience in high technology (services or software) sales
• Experience owning and developing new trust-based relationships with C-Level and senior level clients and prospects in large multi-national companies
• Proficient in global account planning, territory management, and developing solution/license architectures
• Strong demonstration of intellect, drive, influencing skills, executive presence, relationship building, sales acumen, collaboration, and compelling communications
• Proven experience building trust-based client relationships - offering value added, insightful and strategic insight into their business
• Proven ability to understand enterprise-wide issues and to structure innovative, integrated solutions that provide IT decision support to global companies
• Comprehensive understanding of technology buying centers and procurement processes of large global accounts
• Extensive and relevant industry knowledge, specific to vertical markets per territory
• Strong presentation skills and business application proficiency (e.g. PowerPoint, CRM tools, Word, Excel, etc.)
• Proficiency in navigating full lifecycle of sales process

Skills

• Consultative selling
• High technology sales
• Global account planning
• Territory management
• Solution architecture
• License architecture
• Intellect
• Drive
• Influencing skills
• Executive presence
• Relationship building
• Sales acumen
• Collaboration
• Compelling communications
• Trust-based client relationships
• Enterprise-wide issue understanding
• Innovative solution structuring
• IT decision support
• Technology buying centers navigation
• Procurement process understanding
• Industry knowledge
• Presentation skills
• Business application proficiency
• CRM tools
• Full lifecycle sales process navigation

Work Type

• Hybrid

Experience Level

• 15+ years of experience
• 10+ years of sales experience
• Past leadership experience

Education Level

• Bachelor’s degree desired
• Master's degree a plus

Salary/Compensations

• Base salary range: 158,000 USD - 199,000 USD
• Uncapped commission structure
• Annual bonus plan or role-based, uncapped sales incentive plan

Benefits

• Competitive salary
• Generous paid time off policy
• Charity match program
• World-class sales training programs
• Skill development programs
• Annual "Winners Circle" event attendance
• Professional development and career growth opportunities
• 401k match up to $7,200 per year
• Opportunity to purchase company stock at a discount

About the Company

• Gartner, Inc. (NYSE:IT), guides the leaders who shape the world.
• Our mission relies on expert analysis and bold ideas to deliver actionable, objective business and technology insights, helping enterprise leaders and their teams succeed with their mission-critical priorities.
• Since our founding in 1979, we’ve grown to 20,000 associates globally who support over 13,000 client enterprises in ~90 countries and territories.
• We do important, interesting and substantive work that matters.
• The bar is unapologetically high. So is the impact you can have here.
• Our vast, virtually untapped market potential offers limitless opportunities – opportunities that may not even exist right now – for you to grow professionally and flourish personally.
• We hire remarkable people who collaborate and win as a team.
• 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.
• Gartner is the world authority on AI.
• At Gartner, you’ll join a company at the very center of the AI revolution.
• Gartner has proactive, objective guidance throughout clients’ AI journeys.
• We set the standard for how organizations leverage artificial intelligence to drive meaningful impact.
• You’ll have access to unmatched resources, expertise, and technology, and play a key role in helping Gartner and our clients innovate and grow as we leverage AI to transform business and technology landscapes.
• It’s an exciting time to be at Gartner, with limitless opportunities to make a real impact, grow your skills, and build a lasting, meaningful career in a field that’s reshaping the way we operate.
• 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.

Equal Opportunity

• Gartner believes in fair and equitable pay.
• 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 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.