Senior Account Executive, LE, GTS

Gartner; Connecticut; Hybrid; USD 132,000 - 170,000; Full time

Benefits offered by this job

Competitive salary

Generous PTO

Charity match program

Medical, Dental & Vision Plans

Parental Leave

Employee Assistance Program

Job summary

Gartner, Inc. is seeking a Senior Account Executive in the United States to lead strategy for major regional accounts, driving new business and managing a multi-national client portfolio.

The role centers on executive-level engagement, quota attainment, and Gartner’s trusted advisor relationships. You will coordinate complex selling motions, maintain accurate forecasts, and leverage Gartner’s products and services to deliver enterprise-wide IT solutions.

Qualifications

• 8-12 years external experience with proven success in consultative sales
• 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 and strategic insights
• Ability to understand enterprise-wide issues and structure integrated IT solutions
• Knowledge of technology buying centers
• Extensive industry knowledge by vertical markets per territory
• Strong written and oral/presentation skills
• Familiarity with Gartner’s sales methodologies

Responsibilities

• Direct strategy for large strategic accounts and coordinate selling activities
• Translate client business drivers into Gartner selling opportunities
• Establish executive relationships to become trusted advisor
• Drive account growth and retention with quota responsibility
• Master Gartner’s internal sales methodology
• Manage large account planning and territory management
• Maintain forecast accuracy monthly/quarterly/annually
• Develop competitive knowledge and focus
• Oversee expense management and fiscal accountability
• Deep knowledge of Gartner’s products and services

Skills

Consultative sales

C-level engagement

Executive presence

Sales acumen

Client relationships

Enterprise strategy

Territory knowledge

Presentations

Forecasting

Technical understanding

Education

Bachelor's degree preferred

Master's degree a plus

Job description

About the role

Senior Account Executive role is responsible for setting strategy for major regional accounts which are of substantial strategic and revenue generating importance. This position is typically 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

• 8-12 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 centers


• 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

What you will get

• Competitive salary, generous paid time off policy, charity match program, Medical, Dental & Vision Plans, Parental Leave, Employee Assistance Program (EAP), 401K matching and more


• Collaborative, team-oriented culture that embraces diversity


• Professional development and unlimited 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 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].

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