Account Executive, MSE

Gartner • Irving, TX

3d • Hybrid

About The Position

Account Executive, Mid-Sized Enterprise Want to help influence the world’s best companies? Join Gartner as an Account Executive, and help drive sales growth while managing a client portfolio that is unmatched among other advisory and consulting companies. The Account Executive is the focal point for all customer interaction within our Mid-Sized Enterprises practices sales and renewal cycle. You will act as a business-practice guide to their assigned member organizations and monitors his or her accounts development and growth from initial sale to year-on-year renewal always staying aware of cross-sell opportunities. 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 21,000 associates globally who support ~14,000 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. 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. At Gartner, we guide the leaders who shape the world. About 14,000 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.

Requirements

• 3-5 years of successful sales/account management experience, including holding commercial negotiations within a blue-chip client base and handling at least 50 accounts/opportunities
• Validated ability to handle revenue responsibility and meet monthly, quarterly, and annual financial goals
• Skills in leading multiple commercial processes (new business sales and renewals), forecasting precisely, and identifying challenges to a positive commercial outcome
• Strong ethic for fulfilling service requests and keen interest in building relationships with executives
• Ability to use internal influence to ensure that Gartner s full capabilities are brought to bear in serving our clients
• Excellent time management skills and strong attention to detail
• Deep understanding of business concepts for large national and international corporations, as well as Gartner's product portfolio
• Undergraduate degree preferred (any discipline)

Responsibilities

• Watch all commercial activities within a practice, for a pool of 20-50 companies.
• Teach clients and prospects the benefits of Gartner products and services, detailing our business model and value proposition.
• Craft new business leads and generate cross-selling opportunities through existing member relationships.
• Determine appropriate tactics to drive urgency in sales cycle including trial meetings, teleconferences, and guest website access.
• Use existing member relationships to contact new business leads and generate cross-selling opportunities.
• Across an annual cycle, invest in the activities that help your pool of companies significantly grow revenue.
• Pursue, negotiate, and close cross-sell opportunities, leading senior executives into active membership status through a consultative sales approach.
• Master the research terrain for the membership, and monitor industry trends as necessary.
• Customize account plans for member companies, outlining service delivery, revenue growth strategies, and potential additions for existing memberships.
• Build relationships with prospects and existing clients (members) by demonstrating in-depth institutional knowledge, understanding their specific business needs, and presenting an appropriate mix of Gartner products and research solutions through personal visits and phone calls.
• Work with product partners to ensure targeted and substantive resolution of diagnosed client needs.
• Help upgrade other Account Managers skills and abilities through feedback and mentoring, with strong emphasis on building commercial skills (e.g. diagnosis and negotiation ability, sales pipeline management, and forecasting accuracy).

Benefits

• 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 53,000 USD - 69,000 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.
• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level