Account Executive, LE/GE, GTS

Gartner•Chicago, IL

5d•Hybrid

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 helps ensure clients realize the expected value from their Gartner relationship while identifying opportunities to increase value through alternative product offerings. Account Executives manage a territory of Large Enterprise clients. In the End-User Large Enterprise segment, clients have more than $1 billion in annual revenue; in the Tech Vendor Large Enterprise segment, clients have more than $500 million in annual revenue. The role drives value delivery for current clients, develops and closes cross-sell and upsell opportunities, and manages a pipeline and sales metrics for an assigned territory. Account Executives handle complex, high-revenue sales across matrixed and diverse business environments, and own forecasting and account planning on monthly, quarterly, and annual bases. Travel may be required as needed. Gartner describes its workplace as hybrid, with flexibility to work virtually when productive and opportunities to gather with colleagues in a purposeful, engaging community. The company offers competitive compensation, benefits, professional development, and career growth opportunities.

Requirements

5–8+ years of B2B sales experience, preferably in complex, intangible sales environments.
Experience selling to and/or influencing C-Level Executives.
A proven track record of meeting and exceeding sales targets.
Proven ability to own, manage, and forecast a complex sales process.
Willingness to travel as needed.

Nice To Haves

Bachelor’s degree preferred.

Responsibilities

Drive value delivery with current Gartner clients so they 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 an assigned territory.
Manage complex, high-revenue sales across matrixed and diverse business environments.
Own monthly, quarterly, and annual forecasting and account planning.

Benefits

Competitive salary and compensation.
Generous paid time off.
Charity match program.
Uncapped commission structure for applicable sales incentive plans.
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.
Market-leading benefit programs.