Client Director, GTS

Gartner•Indianapolis, IN

20h•$158,000 - $199,000•Hybrid

About The Position

The Client Director sets, directs, and executes strategy for global clients or major regional accounts that are strategically important and generate substantial revenue. The role carries a sales quota and focuses on delivering client value, retaining clients, and developing new business. The Client Director builds trusted relationships with senior technology leaders, understands client strategies and priorities, and develops account solutions and license architectures that support client goals. The role also leads account planning, prospecting, forecasting, and cross-functional execution while maintaining competitive knowledge.

Requirements

15+ years of experience, including 10+ years of sales experience.
Track record of success in a quota-bearing consultative selling environment; experience in high-technology services or software sales is preferred.
Experience owning and developing trust-based relationships with C-level and senior-level clients and prospects in large multinational companies, providing insightful, strategic, value-added guidance about their business.
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 at large global accounts.
Extensive, 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 lifecycle.

Nice To Haves

Bachelor’s degree desired.
Master’s degree is a plus.

Responsibilities

Build trusted, value-added relationships with senior technology leaders and their teams at large global accounts.
Understand client business strategies, drivers, goals, and initiatives, and identify opportunities to maximize client value and deliver additional value.
Serve as a trusted advisor across a client’s 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 guide execution toward the intended state.
Coordinate account planning and execution with internal cross-business-unit partners.
Coordinate prospecting strategies and drive prospecting execution and high activity.
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.
Manage monthly, quarterly, and annual forecasting and forecast accuracy.
Maintain and leverage competitive knowledge and focus.

Benefits

Competitive salary and compensation.
Generous paid time off.
Charity match program.
Uncapped sales commission structure for eligible roles.
World-class sales training and skill development programs.
Annual Winners Circle event at exclusive destinations for top performers.
Collaborative, team-oriented culture that embraces inclusion.
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 and in person with colleagues.