Senior Account Executive

Gartner; Arlington (VA); Hybrid; USD 132,000 - 170,000; Full time

Benefits offered by this job

401k match

Stock purchase plan

Paid time off

Job summary

Gartner is seeking a Senior Account Executive, LE, GTS in Arlington/Remote area. You will set strategy for major regional accounts, drive new business, and manage a sales quota for large multinational clients.

The role emphasizes executive relationships, consultative selling, and Gartner’s sales methodology. Candidates should have 6+ years in consultative sales, with strong C-level engagement, and a background in technology services.

Qualifications

• 6+ years external experience in consultative sales, preferably high tech (services, software or hardware).
• Ability to prospect and manage C-level and senior level relationships within large multinational companies.
• Strong demonstration of intellect, drive, executive presence, sales acumen.
• Proven experience building excellent client relationships with strategic insight into their business.
• Proven ability to understand enterprise-wide issues and to structure innovative, integrated solutions for IT decision support.

Responsibilities

• Direct strategy for large, strategic accounts and drive selling activities.
• Translate client business drivers into Gartner selling opportunities.
• Establish and maintain executive client relationships as trusted advisor.
• Manage account growth with focus on retention and growth.
• Own quota responsibility for specific strategic accounts.
• Master Gartner’s internal sales methodology and apply it consistently.
• Utilize large account planning and territory management skills.
• Maintain forecast accuracy monthly/quarterly/annually.
• Keep up-to-date with competitive knowledge and market focus.
• Handle expense management with fiscal responsibility.
• Develop deep knowledge of Gartner’s products and services.

Skills

Consultative selling

C-level relationships

Executive presence

Strategic account planning

Territory management

Forecasting

Sales strategy

Education

Bachelor’s degree preferred

Master’s degree a plus

Tools

CRM software

Job description

Senior Account Executive, LE, GTS

Location: Arlington, VA, Remote - District of Columbia

Time Type: Full time

Job Description

About the role:

The Senior Account Executive is responsible for setting strategy for major regional accounts which are of substantial strategic and revenue generating importance.This position will be largely focused on a small number of strategic accounts (large, multi-national companies) and is responsible for driving new business within these, carrying a sales quota aligned with the specific accounts.

What you’ll do:

• Responsible for directing strategy for large, strategic accounts including driving and coordinating executed selling and relationship activities

• Responsible for detailed understanding of large account client business strategy, drivers, goals and initiatives and translating these into Gartner selling opportunities

• Establish and maintain executive relationships with clients to become the trusted advisor

• Account management with outcome of increased customer satisfaction and increase in retention & account growth

• Quota responsibility aligned to a specific strategic accounts

• Mastery and consistent execution of Gartner’s internal sales methodology

• Proficient in large account planning and understanding of territory management

• Manage forecast accuracy on a monthly/quarterly/annual basis

• Maintain competitive knowledge & focus

• Fiscal responsibility with regards to expense management

• In-depth knowledge of Gartner’s products and services
  

What you’ll need:

• 6+ years external experience with proven success in consultative sales, preferably experience in high technology (services, software or hardware)

• Ability to prospect and manage C-level and senior level relationships within large multi-national companies

• Strong demonstration of intellect, drive, executive presence, sales acumen

• Proven experience building excellent 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 centres

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

• Strong computer proficiency

• Excellent written and oral/presentation skills

• Ability to develop and conduct effective presentations with contract decision makers (C-level)

• Knowledge of the full life cycle of the sales process from prospecting to close

• Language requirements as determined by territory needs

• Bachelor’s degree preferred

• Master’s or advanced degree a plus

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.

Ready to grow your career with Gartner? Join us.

Gartner believes in fair and equitable pay. A reasonable estimate of the base salary range for this role is 132,000 USD - 170,000 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].