Enterprise Exhibitor Sales Executive, Destination Conferences

Gartner•Irving, TX

6d•Hybrid

About The Position

Gartner Global Exhibitor Sales (GES) connects business and technology providers with prospective customers. The Enterprise Exhibitor Sales Executive is an achievement-driven Account Executive responsible for selling conference exhibitor opportunities and contributing to Gartner’s growth. The role builds face-to-face relationships with senior executives at prominent IT vendor organizations and manages a portfolio of conferences and/or clients. It offers uncapped commission potential and performance-based rewards. The position requires a hybrid schedule, with two days per week in the office. Candidates must live within a reasonable commuting distance of Gartner’s Irving, Texas, or Stamford, Connecticut, office. Travel is required to five or more conferences per year, as well as client meetings and competitive conferences. Gartner provides sales training, just-in-time learning, mentorship, internal account support, and opportunities to attend incentive trips such as Winners Circle upon meeting specific targets. The role offers a competitive base salary plus a role-based, uncapped sales incentive plan. The stated base salary estimate is $86,000–$122,000; actual compensation may vary based on factors including education, training, experience, achievement, business need, and location.

Requirements

At least 4 years of proven consultative business-to-business sales experience.
Ability to understand enterprise-wide issues and structure innovative, integrated solutions that provide marketing decision support for global organizations pursuing business goals.
Knowledge of 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.
Work in the office two days per week under the hybrid schedule.

Nice To Haves

Six or more years of sales experience is preferred.
Experience in the high-tech industry, ideally in services, software, or hardware.

Responsibilities

Achieve quota by retaining and growing Total Sales Bookings (TSB) and supporting net revenue growth for an assigned portfolio of conferences and/or clients.
Plan accounts and manage territory effectively.
Prospect for new business and collaborate with lead generation.
Maintain or exceed a pipeline goal of three times the value of the sales forecast.
Coordinate and use resources across departments and Gartner lines of business.
Conduct renewals focused on client needs and developing 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, forecasting 30, 60, and 90 days ahead to within +/- 5% accuracy.
Use internal sales enablement tools, including Salesforce.com, and follow management processes, including correct contract use and booking procedures.
Deliver high-quality presentations in Gartner’s format.
Travel to at least five conferences per year, as well as client meetings and competitive conferences.

Benefits

Competitive base salary with uncapped commission and performance-based rewards.
Generous paid time off policy.
Charity match program.
Medical, dental, and vision plans.
Parental leave.
Employee Assistance Program (EAP).
401(k) matching; the company also states a match of up to $7,200 per year.
Live immersive sales training, just-in-time learning, and mentorship opportunities.
Opportunity to attend Gartner’s Winners Circle and other incentive trips upon meeting specific targets.
Internal partner support and collaboration for renewing, growing, and supporting accounts.
Access to voluntary, associate-driven Employee Resource Groups.
Opportunity to purchase company stock at a discount.