Business Development Executive, Mse, Gbs

Gartner; Sydney; Hybrid; AUD 93,000 - 121,000; Full time

Benefits offered by this job

Competitive salary

Uncapped commission structure

World-class sales training programs

Annual Winners Circle event attendance

Collaborative, inclusive culture

Career development opportunities

Job summary

Gartner is seeking a Sydney-based Business Development Executive to drive new business with mid-size enterprise clients and manage the full sales cycle, from prospecting to closure and handoff to account management. You will engage C-level stakeholders, forecast complex deals, and continually build a high-quality pipeline to hit KPI targets.

The role offers a hybrid work model, uncapped commissions, and world-class sales training, with clear progression paths into leadership roles such as BD

Qualifications

• 1+ years’ B2B sales in complex, intangible environments.
• Some business development or hunting experience in selling roles.
• Experience selling to and influencing C-Level executives.
• Proven track record meeting and exceeding sales targets.
• Proven ability to forecast a complex sales process.
• Willingness to reside within commutable distance to COEs (Sydney).
• Bachelor's degree desired.

Responsibilities

• Seek out and drive new business opportunities with mid-size enterprise prospects.
• Convert viable prospects into Gartner clients, owning the full sales cycle.
• Align insight, guidance and practical tools to bring value to the partnership.
• Continually build a pipeline of high-quality opportunities to deliver against your sales metrics ensuring KPI’s are met.
• Quota responsibility for your assigned territory.
• Manage complex high-revenue sales across matrix and diverse business environments.
• Own forecasting and account planning on a monthly/quarterly/annual basis.

Skills

B2B sales experience

C-level engagement

Forecasting complex sales

Pipeline development

Quota attainment

Negotiation skills

Education

Bachelor's degree desirable

Job description

About this role:

Our Business Development teams play a critical role in expanding Gartner’s presence across the global market. Gartner Business Development Executives strategically acquire new clients by cultivating trust-based relationships with C-level executives to understand their mission critical priorities and uncover opportunities to deliver client-value through the lens of the industry in which they operate. Gartner Business Developers drive the full sales cycle, from identifying prospects to closure and transition of new accounts to the account management team. Our Business Development teams are relentless about building trust-based, value add relationships with clients, delivering long‑term client value, and building their book of business over time. While driven for results, they are also highly collaborative with account management teams in handing off business and ensuring an exceptional client experience. Business Development Executives will be given a territory of Mid-Size Enterprise prospects, which may be completely new prospects with no existing spend or could be clients within other Gartner areas. Clients of the Mid-Size Enterprise sales teams have up to $1bil in annual revenue.

What you will do:

• Seek out and drive new business opportunities with new-to-Gartner organizations across your territory, from initial client outreach to close, targeting Mid-Size Enterprise C-level stakeholders.


• Convert viable prospects into active Gartner clients, owning the full sales conversation and negotiation, through to the transition of new clients to the account management team.


• Align the right combination of insight, guidance and practical tools to bring value to the partnership.


• Continually build a pipeline of high-quality opportunities to deliver against your sales metrics ensuring KPI’s are met.


• Quota responsibility for your assigned territory.


• Manage complex high-revenue sales across matrix and diverse business environments.


• Own forecasting and account planning on a monthly/quarterly/annual basis.

What you will need:

• 1+ years’ B2B sales experience, preferably within complex, intangible sales environments.


• Some business development or “hunting” experience in a selling role highly desired.


• Experience selling to and/or influencing C-Level Executives.


• Proven track record meeting and exceeding sales targets.


• Proven ability to precisely manage and forecast a complex sale process.


• Willingness to live within a commutable distance to one of our COE’s (center-of-excellence) in:


• Fort Myers, Florida


• Irving, Texas


• Barcelona, Spain


• London, England


• Gurgaon, India


• Singapore


• Sydney, Australia


• Relocation assistance is available for qualifying candidates.


• Bachelor's degree desired

Hybrid Work Model for MSE:

We have a hybrid work environment at Gartner; this means working virtually and in the office when there’s a business reason to do so. Across our Global MSE sales team, we have in-office experiences which can be as often as several times each week. Each sales region defines these experiences, and some examples include 1:1s with your manager, team meetings, recognition, and upskilling sessions that are better done in person. Coming together with colleagues in our Gartner office is a great way to build relationships across the business while collaborating, learning, and growing together.

Progression within Business Development Executive Roles:

Gartner offers a lifetime of opportunities driven by our growth. How far you go is driven by your passion and performance. Gartner has a promote from within culture and limitless opportunities for progression. Gartner leaders embrace this culture and are focused on helping associates achieve success in current role, as well as coaching associates to the next role or path, whether it be more senior BD levels, account management paths, or sales leadership. Typical internal promotions include:

• Business Development Director


• Team Lead


• Sales Manager

Most of our Sales Managers and Team Leads are hired internally as part of our progression path.

What you will get:

• Competitive salary, generous paid time off policy, charity match program, and more!


• Uncapped commission structure


• World-class sales training programs and skill development programs


• Annual "Winners Circle" event attendance at exclusive destinations for top performers


• Collaborative, team-oriented culture that embraces inclusion


• Professional development and career growth opportunities

Who are we?

At Gartner, Inc. (NYSE:IT), we guide 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. That’s why we hire associates with the intellectual curiosity, energy and drive to want to make a difference. The bar is unapologetically high. So is the impact you can have here.

What makes Gartner a great place to work?

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. How far you go is driven by your passion and performance. We hire remarkable people who collaborate and win as a team. Together, our singular, unifying goal is to deliver results for our clients. 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. This is why, year after year, we are recognized worldwide as a great place to work.

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. If you’re passionate about AI and want to be part of a team that’s guiding the leaders who shape the world, Gartner is the place for you.

What do we offer?

• 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.


• Gartner believes in fair and equitable pay. A reasonable estimate of the base salary range for this role is 64,000 USD - 83,000 USD. Please note that actual salaries may vary within the range, or be above or below the range, based on factors including, but not limited to, education, training, experience, professional achievement, business need, and location.


• In addition to base salary, employees will participate in either an annual bonus plan based on company and individual performance, or a role-based, uncapped sales incentive plan. Our talent acquisition team will provide the specific opportunity on our bonus or incentive programs to eligible candidates.


• We also offer market leading benefit programs including generous PTO, a 401k match up to $7,200 per year, the opportunity to purchase company stock at a discount, and more.

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 [phone] or by sending an email to [e-mail].