Account Executive | Large Enterprise | GTS
About The Position
The Account Executive is a field sales role responsible for client retention and growth. The role builds trust-based relationships with C-Level Executives and their teams, understands clients’ mission-critical priorities, and ensures clients receive the expected value from their Gartner relationship while identifying opportunities to improve value delivery through alternative product offerings. Account Executives manage a territory of Large Enterprise clients. End-User Large Enterprise clients have more than $1 billion in annual revenue; Tech Vendor Large Enterprise clients have more than $500 million in annual revenue. The role drives value delivery for current clients and generates growth through cross-selling and upselling. It carries quota responsibility for an assigned territory and includes managing complex, high-revenue sales across matrixed and diverse business environments. The Account Executive owns forecasting and account planning on a monthly, quarterly, and annual basis. Gartner describes a hybrid work environment that supports working virtually when productive and gathering with colleagues in an engaging community. Travel may be needed. The estimated base salary range is $101,000–$140,000, with eligible employees participating in an annual bonus plan or a role-based, uncapped sales incentive plan. Gartner also describes generous paid time off, a 401(k) match, discounted company stock purchases, sales training, professional development, and career growth opportunities.
Requirements
- 5–8+ years of B2B sales experience.
- Experience selling to and/or influencing C-Level Executives.
- A proven track record of meeting and exceeding sales targets.
- Ability to own, manage, and forecast a complex sales process.
- Willingness to travel as needed.
Nice To Haves
- Experience in complex, intangible sales environments, preferably.
- Bachelor’s degree preferred.
Responsibilities
- Drive value delivery with current Gartner clients and help them maximize the value of their Gartner services.
- Identify, cultivate, qualify, and close client growth opportunities through cross-selling and upselling.
- Build a pipeline of high-quality opportunities and meet sales metrics and KPIs.
- Carry quota responsibility for the assigned territory.
- Manage complex, high-revenue sales across matrixed and diverse business environments.
- Own monthly, quarterly, and annual forecasting and account planning.
- Build trust-based relationships with C-Level Executives and their teams, understand their mission-critical priorities, and ensure expected value from the Gartner relationship.
Benefits
- Competitive compensation and an uncapped sales incentive structure for applicable roles.
- Generous paid time off.
- Charity match program.
- World-class sales training and skill development programs.
- Annual Winners Circle event attendance at exclusive destinations for top performers.
- Professional development and career growth opportunities.
- 401(k) match up to $7,200 per year.
- Opportunity to purchase company stock at a discount.
- Hybrid work environment with flexibility to work virtually when productive.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
