Client Director, GTS

Gartner•New York City, NY

8d•Hybrid

About The Position

The Client Director sets, directs, and executes strategy for global clients or major regional accounts of substantial strategic and revenue-generating importance. This quota-bearing sales role focuses on client value delivery, retention, and new business. The Client Director develops trusted relationships with senior technology leaders, understands client business priorities, serves as a trusted advisor across client locations, and leads account strategy and execution to drive growth and retention. The role coordinates account planning with internal partners, develops account solutions and license architectures, and is responsible for prospecting, sales forecasting, and applying 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 new trust-based relationships with C-level and senior-level clients and prospects at large multinational companies, providing strategic and value-added business insight.
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 territory’s vertical markets.
Strong presentation skills and proficiency with business applications such as PowerPoint, CRM tools, Word, and Excel.
Proficiency in navigating the full sales lifecycle.
Bachelor’s degree desired.

Nice To Haves

Experience in high-technology services or software sales.
Master’s degree.

Responsibilities

Build trusted, value-added relationships with senior technology leaders and their teams in large global accounts.
Understand clients’ business strategies, drivers, goals, and initiatives, and identify opportunities to maximize 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 internal cross-business-unit 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.
Demonstrate mastery of Gartner’s sales methodology and products, and consistently execute Gartner best practices.
Forecast and maintain forecast accuracy on a monthly, quarterly, and annual basis.
Maintain and leverage competitive knowledge and focus.

Benefits

Competitive compensation and disproportionate rewards for top performers.
Generous paid time off.
Charity match program.
Uncapped sales commission structure.
World-class sales training and skill development programs.
Annual Winners Circle event attendance at exclusive destinations for top performers.
Collaborative, team-oriented culture that embraces inclusion.
Professional development and career growth opportunities.
Hybrid work environment with flexibility to work virtually when productive and opportunities to connect with colleagues in person.
401(k) match up to $7,200 per year.
Opportunity to purchase company stock at a discount.
Market-leading benefit programs.