Business Development Manager/Executive, GTS Midsize Enterprise

Gartner, Inc.; Town of Florida (NY); Hybrid; USD 64,000 - 83,000; Full time

Benefits offered by this job

Uncapped earnings

401k match up to $7,200 per year

Stock purchase option

Expedition onboarding program

Career development opportunities

Awards and recognition

Job summary

Gartner, Inc. is seeking a Business Development professional to expand Gartner’s global presence by cultivating trust‑based relationships with C‑level executives and driving new client acquisitions. The role covers the full sales cycle from prospecting to closure and seamless handoff to account management.

The position operates in a hybrid work setting with a strong emphasis on performance and growth. A competitive compensation package includes a base salary with an annual bonus or incentive

Qualifications

• 1+ years’ B2B sales experience.
• 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 sales process.
• Willingness to live within a commutable distance to the location; relocation assistance is available for qualifying candidates.
• Bachelor’s degree desired.

Responsibilities

• Build trust-based value‑added relationships with C‑Level prospects to uncover priorities and determine Gartner support.
• Drive high‑quality activity to build pipeline with multi‑touch outreach and campaigns.
• Convert viable prospects into active Gartner clients, managing the full sales conversation through transition to account management.
• Conduct calls with C‑Level prospects to qualify, demonstrate capabilities and close the business.
• Partner with internal teams to bring Gartner to life through portal walkthroughs and proofs of concept.
• Transition new accounts to account management for a fast start to client value.
• Deliver against assigned annual quota for your territory.

Skills

B2B sales experience

C-level engagement

Forecasting sales cycle

Target attainment

Education

Bachelor’s degree

Job description

What makes Gartner a great place to work? Growth happens here! Our sustained success creates limitless opportunities for you to grow professionally and flourish personally. We have a vast, virtually untapped market potential ahead of us, providing you with an exciting trajectory long into the future. 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 value 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.

MSE represents Gartner’s largest sales population across the US, Europe, and Asia-Pacific. This high‑growth sales organization acquires and supports our High Tech and End User client accounts with annual revenue targets between $10 million and $1 billion per year.

Understanding The Work Environment & Standards Across MSE

Gartner MSE operates in a hybrid work environment. This means working virtually and in the office. We have in‑office experiences which can be as often as several times each week like 1:1’s with your manager, team meetings, and upskilling sessions. Coming together with colleagues in our Gartner office is a great way to build relationships across the business while collaborating, learning, and growing together. At Gartner MSE, our sales associates play a key role in partnering with C‑Level executives. We believe a professional appearance and workspace play a big part in building trust and credibility. As such, we maintain a business casual dress code.

About the role

Our Business Development teams play a critical role in expanding Gartner’s presence across the global market. Gartner Business Development Managers 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.

What you will do

• Build trust-based value‑added relationships with C‑Level prospects to quickly uncover the mission‑critical priorities and determine how Gartner can support success.
• Drive high‑quality activity to build pipeline with multi‑touch prospecting outreach and campaigns.
• 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.
• Conduct calls with C‑Level prospects to qualify, showcase capabilities and close the business.
• Partner with internal partners across the business to bring Gartner to life through portal walkthroughs and proof of concepts.
• Transition new accounts to account management to ensure a fast start to new client value.
• Deliver against assigned annual quota for your territory.

What you will need

• 1+ years’ B2B sales experience, preferably within complex, intangible sales environments.
• 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 sales process.
• Willingness to live within a commutable distance to the location required for this role: Relocation assistance is available for qualifying candidates.
• Bachelor’s degree desired.

What you will get

• We’ll invest in you. At Gartner, you’ll get more than just a job.
• You’ll get everything you need to build an exciting, rewarding career.
• Career growth starts here.
• Take your growth into your own hands by tapping into individual development plans, mentorships, and career progression opportunities.
• Uncapped earnings potential. Our sellers’ success is recognized and rewarded accordingly.
• Comprehensive onboarding. All new hires begin their time at Gartner by going through Expedition, a robust training program to help them succeed.
• Rewards and recognition. Over45% of our associates hit Winners Circle, an all‑expense paid trip for our top performers each year.
• Consistent quarter over quarter growth.
• Gartner is purposefully built to adjust, adapt and pivot our strategy when macro‑environmental shifts occur.
• Our awards and accolades: Fortune World’s Most Admired Companies 2016, 2017, 2018, 2019, 2020, 2021, 2022 &2023. Forbes America’s Best Employers 2018, 2019 &2022. Forbes America’s Best Employers for Diversity, 2020, 2021 &2022. Forbes America’s Best Employers for Women 2022. Human Rights Campaign Corporate Equality Index Best Places to Work for LBGTQ Equality 2018, 2019, 2020, 2021 &2022. Disability Equality Index Award for Best Places to Work for Disability Inclusion 2021 &2022. Newsweek America’s Most Responsible Companies 2022 &2023.
• 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.
• 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. 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.

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.

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].

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.