Gartner - Sales - Managing Strategic/Global Accounts

Company Description:

Gartner, Inc. (NYSE: IT) is the world's leading information technology research and advisory company. We deliver the technology-related insight necessary for our clients to make the right decisions, every day. From CIOs and senior IT leaders in corporations and government agencies, to business leaders in high-tech and telecom enterprises and professional services firms, to technology investors, we are the valuable partner to 11,700 distinct organizations. Through the resources of Gartner Research, Gartner Consulting and Gartner Events, we work with every client to research, analyze and interpret the business of IT within the context of their individual role. Founded in 1979, Gartner is headquartered in Stamford, Connecticut, U.S.A., and has 4,900 associates, including 1,250 research analysts and consultants, and clients in 85 countries.

Job Summary:

The Account Executive is a field sales role responsible for 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 strategic client accounts.

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

- 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

Job Requirements:

- 7-10 years external experience with proven consultative sales, preferably experience in high technology (services, software or hardware), with evidence of prior success in Sales.

- Ability to prospect and manage C-level and senior level relationships within medium and large organizations

- Demonstration of intellect, drive, executive presence, sales acumen

- Proven experience building excellent client relationships, offering value added, insightful and strategic insight into their business

- Strong computer proficiency

- Excellent written and oral/presentation skills

- Ability to develop and conduct effective presentations with contract decision makers (c-level)

- Knowledge of the full life cycle of the sales process from prospecting to close

- Language requirements as determined by territory needs

- Bachelors degree, with strong evidence of success in school

- Masters or advanced degree a plus