Account Executive, GTS

Gartner; Quebec; On-site; CAD 120,000 - 180,000; Full time

Benefits offered by this job

Uncapped commissions

World-class sales training programs

Winners Circle event attendance

Generous paid time off policy

Charity match program

Job summary

Gartner is seeking an Account Executive to drive field sales, retain clients and grow revenue within Large Enterprise accounts. You will develop trust-based relationships with C-Level executives, understand mission-critical priorities, and expand value delivery across Gartner’s offerings.

You will manage a territory with multi-million-dollar potential, forecast and plan accounts, and consistently hit sales quotas while traveling as needed.

Qualifications

• 5-8+ years of B2B sales experience, preferably in complex environments.
• Experience selling to or influencing C-Level Executives.
• Proven track record of meeting and exceeding sales targets.
• Ability to own, manage, and forecast a complex sales process.

Responsibilities

• Drive value delivery with current Gartner clients and maximize the value from Gartner services.
• Identify, cultivate, qualify and close client growth opportunities through cross-sell and upsell.
• Continually build a pipeline of high-quality opportunities to meet sales metrics and KPIs.
• Own quota for the assigned territory and manage forecast for accounts.
• 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 & pipeline management

Education

Bachelor's degree

Job description

About this role

The Account Executive is a field sales role responsible for client retention and growth. Account Executives build trust-based relationships with C-Level Executives and their teams. They understand the mission-critical priorities of their clients and ensure clients receive the value from the Gartner relationship that they expect, while also identifying opportunities for stronger value delivery with alternative product offerings.

Account Executives will be given a territory of Large Enterprise clients.

In our End-User Large Enterprise segment, Account Executives work with clients who have +$1bil in annual revenue.

In our Tech Vendor Large Enterprise segment, Account Executives work with clients who have +$500mil in annual revenue.

À propos de ce poste

Le ou la directeur(trice) de comptes occupe un poste de vente terrain, responsable de la fidélisation et de la croissance commerciale des clients. Les directeurs(trices) de comptes établissent des relations de confiance avec les cadres dirigeants et leurs équipes. Ils comprennent les priorités essentielles de leurs clients et s’assurent que ceux-ci retirent la valeur attendue de leur relation avec Gartner, tout en identifiant des opportunités de création de valeur grâce à des offres de produits alternatifs.

Les directeurs(trices) de comptes se verront attribuer un territoire de clients Grands Comptes.

Dans notre segment « End User Large Enterprise», les directeurs(trices) de comptes travaillent avec des clients dont les revenus annuels dépassent 1 milliard de dollars.

Dans notre segment des fournisseurs technologiques grandes entreprises, les directeurs(trices) de comptes travaillent avec des clients dont les revenus annuels dépassent 500 millions de dollars.

What you will do

• Drive value delivery with current Gartner clients, ensuring clients maximize the value they receive from their Gartner services
• Identify, cultivate, qualify and close client growth opportunities through cross-sell and upsell
• 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

• 5-8+ years' B2B sales experience, preferably within complex, intangible sales environments
• Experience selling to and/or influencing C-Level Executives
• Proven track record of meeting and exceeding sales targets.
• Proven ability to own, manage, and forecast a complex sales process.
• Willingness to conduct travel as needed.
• Bachelor's degree preferred

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

Vos responsabilités seront

• Générer de la valeur pour les clients actuels de Gartner, en veillant à ce qu’ils maximisent les avantages dans leur utilisation des services Gartner.
• Développer le volume d’affaire chez des clients existants en positionnant de nouveaux services.
• Maintenir un pipeline d’opportunités de grande qualité pour atteindre vos objectifs de vente et respecter les indicateurs de performance (KPI).
• Être responsable du quota pour votre territoire assigné.
• Gérer des ventes complexes et à fort revenu dans des environnements d’affaires diversifiés et matriciels.
• Assurer la prévision des ventes et la planification des comptes sur une base mensuelle, trimestrielle et annuelle.

Profil recherché

• 5 à 8 ans ou plus d’expérience en vente B2B, de préférence dans des environnements de vente complexes.
• Expérience en vente auprès de cadres dirigeants et ou en influence auprès de ceux-ci.
• Antécédents démontrés d’atteinte et de dépassement des objectifs de vente.
• Capacité démontrée à gérer et prévoir un processus de vente complexe.
• La maîtrise de l’anglais écrit et parlé est requise, puisque ce poste exige une communication quotidienne en anglais avec des clients et des collègues situés dans d’autres provinces et aux États-Unis.
• Disponibilité à voyager au besoin.
• Baccalauréat préféré

Avantages

• Salaire compétitif, politique généreuse de congés payés, programme de dons jumelés à des œuvres de charité, et plus encore!
• Structure de commissions sans plafond.
• Programmes de formation en vente de renommé international et programme de développement des compétences.
• Participation annuelle à l’événement « Winners Circle » dans des destinations exclusives pour les meilleurs performeurs.
• Culture collaborative axée sur le travail d’équipe et l’inclusion.
• Possibilités de développement professionnel et d’avancement de carrière.

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.

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].