Client Director Team Lead, GTS

Gartner, Inc.; Washington; Hybrid; USD 158,000 - 199,000; Full time

Benefits offered by this job

Competitive pay

Uncapped commissions

World-class sales training

Job summary

Gartner, Inc. is seeking a Client Director, Team Lead to set and execute the strategy for global or major regional accounts. You will carry a sales quota, manage 1–3 direct reports, and focus on client value delivery, retention, and new business.

The role requires leading account planning, driving YoY growth, and mentoring the sales team. A strong background in technology sales and executive relationships is essential.

Qualifications

• Proven track record in quota-bearing consultative sales in tech (services or software).
• Experience owning and developing trust-based C-level relationships in large multi-national accounts.
• Strong leadership, territory management, and solution/license architecture capabilities.

Responsibilities

• Develop and execute account strategy to drive YoY growth and retention.
• Lead and coach sales team on best practice execution.
• Forecast and ensure forecast accuracy monthly/quarterly/annual.

Skills

Leadership

Quota-bearing sales

Account planning

Executive relationships

Strategic sales

Communication skills

CRM proficiency

PowerPoint/Presentations

Team coaching

Education

Bachelor's degree

Master's degree a plus

Tools

CRM tools

Microsoft PowerPoint

Microsoft Excel

Word

Job description

About the role

The Client Director, Team Lead role is responsible for setting, directing, and executing the strategy for global clients or major regional accounts that are of substantial strategic and revenue generating importance. The Client Director, Team Lead will carry a sales quota and manage one to three direct reports - focusing on client value delivery, client retention, and new business.

What you will do

• Gain access to and develop trust based, value added relationships with senior most technology leaders and their teams in large global accounts


• Lead overall account and territory strategy to drive YoY growth and retention


• Develop exemplary account solutions and license architectures – building account vision and strategy, and driving execution towards intended state


• Orchestrate and marshal account planning and execution with sales team members and cross-BU internal partners


• Lead and coach direct sales team on best practice execution


• Develop understanding of client business strategy, drivers, goals and initiatives - translating these into opportunities for the client to maximize value received and identifying new value delivery opportunities


• Attract and retain top talent within sales team by following Gartner’s validated recruitment methodology, with a strong focus on building a pipeline of candidates for potential open opportunities


• Drive high activity by coordinating prospecting strategies and driving prospecting execution


• Become a trusted advisor for the client across all their primary locations


• Account management with the outcome of increased customer engagement and an increase in retention and account growth


• Quota responsibility aligned to a specific multinational account


• Build and demonstrate mastery of Gartner sales methodology and products


• Drive consistent execution of Gartner’s proven best practices


• Line leadership, coaching, and development of direct report sales associates


• Responsible for forecasting and forecast accuracy on a monthly/quarterly/annual basis


• Maintain and leverage competitive knowledge & focus

What you will need

• 15+ years of experience with +10 years of sales experience.


• Past leadership experience strongly preferred.


• Track record of success in a quota-bearing consultative selling environment, preferably experience in high technology (services or software) sales


• Experience owning and developing new trust-based relationships with C-Level and senior level clients and prospects in large multi-national companies


• Proficient in global account planning, territory management, and developing solution/license architectures


• Strong demonstration of intellect, drive, influencing skills, executive presence, relationship building, sales acumen, collaboration, and compelling communications


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


• Proven ability to understand enterprise-wide issues and to structure innovative, integrated solutions that provide IT decision support to global companies


• Comprehensive understanding of technology buying centers and procurement processes of large global accounts


• Extensive and relevant industry knowledge, specific to vertical markets per territory


• Strong presentation skills and business application proficiency (e.g. PowerPoint, CRM tools, Word, Excel, etc.)


• Proficiency in navigating full lifecycle of sales process


• Bachelor’s degree desired


• Master's degree a plus

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 158,000 USD - 199,000 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.

Equal Employment Opportunity

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].

Additional Information

At Gartner, we guide the leaders who shape the world. Over 13,000 client enterprises worldwide rely on Gartner for actionable, objective business and technology insights. Our teams of thinkers and doers know that staying curious is the best way to shape the future, for ourselves and our clients. 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. 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.