Client Director, GTS

Gartner • Remote - North Carolina, NC

2d • $158,000 - $199,000 • Hybrid

About The Position

The Client Director sets, directs, and executes strategy for global clients or major regional accounts with substantial strategic and revenue-generating importance. The role carries a sales quota and focuses on delivering client value, retaining clients, and generating new business.

The Client Director builds trusted, value-added relationships with senior technology leaders and their teams, develops an in-depth understanding of clients’ business strategies and priorities, and identifies opportunities to increase value and support growth. The role leads account and territory strategy, develops account solutions and license architectures, coordinates internal partners, drives prospecting and account planning, and manages sales forecasts. It also requires strong knowledge of Gartner’s sales methodology, products, best practices, and the technology buying processes of large global accounts.

Gartner describes a hybrid work environment that supports working virtually when productive and gathering with colleagues in person. The stated base salary range is $158,000–$199,000, with participation in a bonus plan or role-based uncapped sales incentive plan. Gartner also describes paid time off, a 401(k) match, discounted company stock purchases, and other benefits.

Requirements

• 15 or more years of experience, including 10 or more 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 developing new, trust-based relationships with C-level and senior-level clients and prospects in large multinational companies, providing valuable, insightful, and strategic 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 and relevant industry knowledge specific to the vertical markets in the assigned 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 in large global accounts.
• Understand client business strategies, drivers, goals, and initiatives, and translate them into 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 internal partners across business units.
• 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.
• Build and demonstrate mastery of Gartner’s sales methodology and products.
• Consistently execute Gartner’s proven best practices.
• Forecast and maintain forecast accuracy monthly, quarterly, and annually.
• Maintain and leverage competitive knowledge and focus.

Benefits

• Competitive compensation and uncapped sales incentive structure for eligible roles.
• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed