Client Director, GTS
About The Position
The Client Director sets, directs, and executes strategy for global clients or major regional accounts with substantial strategic and revenue importance. 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, develops account and territory strategies, leads account planning and execution with internal partners, and drives growth, retention, forecasting accuracy, and sales best practices. The position is part of Gartner’s hybrid work environment, with flexibility to work virtually when productive and in person with colleagues.
Requirements
- 15+ years of overall 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 in large multinational companies, while providing valuable, insightful, and strategic business guidance.
- 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 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 lifecycle.
Nice To Haves
- Bachelor’s degree desired.
- Master’s degree is a plus.
- Experience in high-technology services or software sales.
Responsibilities
- Build trusted, value-added relationships with senior technology leaders and their teams at large global accounts.
- Understand clients’ business strategies, goals, drivers, 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, build 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 for a specific multinational account.
- Build mastery of Gartner’s sales methodology and products, and consistently execute Gartner’s proven best practices.
- 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.
- Charity match program.
- Uncapped sales commission or role-based sales incentive plan.
- World-class sales training and skill development programs.
- Annual Winners Circle event 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.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
