Client Director, GTS

Gartner•Irving, TX

19h•Hybrid

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 generating new business. The Client Director builds trusted relationships with senior technology leaders, develops a deep understanding of client business priorities, and serves as a strategic advisor across client locations. The position leads account and territory strategy, coordinates cross-business-unit partners, drives prospecting and account growth, and is responsible for sales forecasting and forecast accuracy. Gartner offers a hybrid work environment, with flexibility to work virtually when productive and opportunities to collaborate with colleagues in person. The estimated base salary range is $158,000–$199,000, with additional bonus or role-based uncapped sales incentives, depending on eligibility and program assignment. Gartner also describes its benefits, sales training, professional development, and inclusive, team-oriented culture.

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 in large multinational companies, and providing strategic, 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.
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, 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.
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 at large global accounts.
Understand clients’ business strategies, drivers, goals, and initiatives, and identify opportunities to increase the value they receive.
Serve as a trusted advisor to clients across their primary locations.
Lead account and territory strategy to drive year-over-year growth and client 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 activity.
Manage accounts to increase customer engagement, retention, and account growth.
Own quota responsibility aligned to a specific multinational account.
Develop 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.

Benefits

Competitive compensation and a role-based uncapped sales incentive plan or annual bonus plan, as applicable.
Generous paid time off.
Charity match program.
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.
Hybrid work environment with flexibility to work virtually when productive.