Enterprise Exhibitor Sales Executive, Destination Conferences

Gartner•Irving, TX

1d•Hybrid

About The Position

Gartner Global Exhibitor Sales connects business and technology providers with prospective customers. The Enterprise Exhibitor Sales Executive is an achievement-driven sales role focused on building face-to-face relationships with senior executives at prominent IT vendor organizations and generating conference exhibitor sales. The role offers uncapped commission and performance-based rewards, and involves travel to conferences and client meetings. The executive manages a portfolio of conferences and/or clients, retaining and growing total sales bookings to drive net revenue growth. They develop account plans, manage their territory and sales pipeline, coordinate with lead generation and other Gartner teams, and build high-level client relationships. They develop integrated solutions from contract offerings, forecast revenue, use internal sales tools and processes, and deliver presentations in Gartner’s format. The position follows a hybrid schedule, with two days per week in the office. Employees must live within a reasonable commuting distance of Gartner’s Irving, Texas, or Stamford, Connecticut, office. Travel is required to at least five conferences per year, as well as to client meetings and competitive conferences.

Requirements

At least 4 years of proven consultative business-to-business sales experience; high-tech services, software, or hardware experience is ideal.
Ability to understand enterprise-wide issues and structure innovative, integrated solutions that provide marketing decision support to global organizations in achieving their business goals.
Knowledge of the issues faced by C-level Sales and Marketing leaders.
Good understanding of business buying centers.
Solid industry-specific and account knowledge.
Ability to travel to conferences, client meetings, and competitive conferences.
Live within a reasonable commuting distance of either the Irving, Texas, or Stamford, Connecticut, office.

Nice To Haves

At least 6 years of sales experience is preferred.
Experience in the high-tech industry, including services, software, or hardware, is ideal.

Responsibilities

Retain and grow total sales bookings for an assigned portfolio of conferences and/or clients to ensure net revenue growth and achieve quota.
Plan accounts and manage the assigned territory.
Prospect for business and collaborate with lead generation.
Maintain a sales pipeline at or above three times the value of the sales forecast.
Use resources across departments and coordinate across Gartner lines of business.
Conduct renewals focused on client needs and develop high-level client relationships.
Develop integrated solutions based on contract offerings.
Apply business acumen and industry expertise to sales activities.
Provide timely, accurate revenue forecasts, including 30-, 60-, and 90-day forecasts within 5% accuracy.
Use internal sales enablement tools, including Salesforce.com, and follow management processes, contracts, and booking procedures.
Deliver high-quality presentations in Gartner’s format.
Travel to at least five conferences per year, client meetings, and competitive conferences.

Benefits

Competitive base salary with uncapped commission or a role-based sales incentive plan.
Generous paid time off policy.
Charity match program.
Medical, dental, and vision plans.
Parental leave.
Employee Assistance Program (EAP).
401(k) matching, including a stated match of up to $7,200 per year.
Live immersive sales training, followed by just-in-time learning and mentorship opportunities.
Opportunity to attend Gartner’s Winners Circle and other incentive trips upon meeting specific targets.
Access to internal partners for account renewal, growth, and support.
Voluntary, associate-driven Employee Resource Groups.
Opportunity to purchase company stock at a discount.