Account Executive – Large Enterprise

Jobtailor; Kentucky; On-site; USD 90,000 - 150,000; Full time

Job summary

Gartner is seeking an accomplished enterprise sales professional to drive value delivery for large enterprise clients in the United States. You will own complex, multi-quarter deals, engage C-Level executives, and orchestrate cross-sell and upsell across the Gartner portfolio.

You will develop a robust pipeline, forecast accurately, and manage account plans to meet aggressive quotas. Travel as needed to client sites and events, building trusted relationships and delivering measurable business

Qualifications

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

Responsibilities

• Drive value delivery with clients, ensuring maximum value from services.
• Identify, cultivate, qualify and close growth opportunities through cross-sell and upsell.
• Build a high-quality pipeline to meet KPIs and sales metrics.
• Maintain quota responsibility for assigned territory.
• Manage complex, high-revenue sales across matrix environments.
• Own monthly, quarterly, and annual forecasting and account planning.
• Build trust-based relationships with C-Level executives.

Skills

B2B sales

C-Level engagement

Forecasting

Account planning

Large enterprise

Relationship building

Negotiation

Travel willingness

Education

Bachelor's degree

Job description

• Drive value delivery with current Gartner clients, ensuring clients maximize the value they receive from Gartner services
• Identify, cultivate, qualify and close client growth opportunities through cross-sell and upsell
• Build a pipeline of high-quality opportunities to deliver against sales metrics and meet KPIs
• Maintain quota responsibility for the assigned territory
• Manage complex, high-revenue sales across matrix and diverse business environments
• Own monthly, quarterly, and annual forecasting and account planning
• Build trust-based relationships with C-Level Executives and their teams
• Understand clients' mission-critical priorities and ensure delivery of expected value from the Gartner relationship
• Identify opportunities for stronger value delivery through alternative product offerings
• Manage a territory of Large Enterprise clients

Requirements

• 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

Core Competencies

Demonstrates expertise in B2B sales, particularly in managing complex sales processes and building relationships with C-Level Executives. Proven ability to drive value delivery and exceed sales targets while managing a territory of Large Enterprise clients.

Highest-signal resume keywords

• B2B Sales Experience
• C-Level Executive Engagement
• Sales Target Achievement
• Complex Sales Process Management
• Account Planning

Soft Skills

• Relationship Building
• Trust-Building
• Negotiation

Certifications & Qualifications

• Bachelor's Degree

Industry Keywords

• Value Delivery
• Cross-Sell
• Upsell
• Sales Metrics
• KPI
• Forecasting
• Account Management
• Large Enterprise Clients