Client Director, GTS
About The Position
The Client Director is responsible for setting, directing, and executing strategy for global clients or major regional accounts of substantial strategic and revenue-generating importance. The role carries a sales quota and focuses on client value delivery, retention, and new business. The Client Director builds trusted relationships with senior technology leaders, develops a deep understanding of client business priorities, and translates those priorities into opportunities to deliver value. The role leads account and territory strategy, account planning and execution with internal partners, prospecting, account growth, retention, forecasting, and the application of Gartner sales methodologies and best practices.
Requirements
- 15+ years of experience, including 10+ years of sales experience.
- Track record of success in a quota-bearing consultative selling environment; high-technology services or software sales experience is preferred.
- Experience owning and developing trust-based relationships with C-level and senior-level clients and prospects in large multinational companies, offering strategic, value-added business insights.
- Proficiency in global account planning, territory management, and developing solution and license architectures.
- Demonstrated intellect, drive, influencing skills, executive presence, relationship-building ability, sales acumen, collaboration, and compelling communication skills.
- Ability to understand enterprise-wide issues and structure innovative, integrated solutions that provide IT decision support to global companies.
- Comprehensive understanding of technology buying centers and procurement processes in large global accounts.
- Extensive and relevant industry knowledge specific to the vertical markets in the territory.
- Strong presentation skills and proficiency with business applications such as PowerPoint, CRM tools, Word, and Excel.
- Proficiency in navigating the full sales process lifecycle.
Nice To Haves
- Bachelor's degree desired.
- Master's degree is a plus.
Responsibilities
- Build trust-based, value-added relationships with senior technology leaders and their teams in large global accounts.
- Understand client business strategies, drivers, goals, and initiatives; identify opportunities to maximize client value and deliver additional value.
- Serve as a trusted advisor to clients across their primary locations.
- Lead account and territory strategy to drive year-over-year growth and retention.
- Develop account solutions and license architectures, establish account vision and strategy, and drive execution toward the intended state.
- Coordinate account planning and execution with cross-business-unit internal partners.
- Coordinate prospecting strategies and drive prospecting execution.
- Manage accounts to increase customer engagement, retention, and account growth.
- Carry quota responsibility aligned to a specific multinational account.
- Build mastery of Gartner's sales methodology and products and execute Gartner's best practices consistently.
- Forecast and maintain forecast accuracy on a monthly, quarterly, and annual basis.
- Maintain and leverage competitive knowledge and focus.
Benefits
- Competitive salary and highly competitive compensation.
- Generous paid time off policy.
- Charity match program.
- Uncapped commission structure or role-based sales incentive plan.
- World-class sales training and skill development programs.
- Annual Winners Circle event attendance at exclusive destinations for top performers.
- Collaborative, team-oriented and inclusive culture.
- 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.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
