Enterprise Exhibitor Sales Executive, Destination Conferences
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 conference exhibitor sales and contributing to the organization’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 and requires travel to conferences and client meetings. The position follows a hybrid schedule, with employees expected to work in either the Irving, Texas, or Stamford, Connecticut, office two days per week. Candidates must live within a reasonable commuting distance of one of these offices.
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 to global organizations in achieving their business goals.
- Knowledge of issues faced by C-level heads of Sales and Marketing.
- Good understanding of business buying centers.
- Solid industry-specific and account knowledge.
- Ability to travel to conferences, client meetings, and competitive conferences.
- Must live within a reasonable commuting distance of the Irving, Texas, or Stamford, Connecticut, office.
Nice To Haves
- 6 or more years of sales experience preferred.
- Business-to-business sales experience in the high-tech industry, such as services, software, or hardware, is ideal.
Responsibilities
- Retain and grow Total Sales Bookings (TSB) to achieve quota and net revenue growth for an assigned portfolio of conferences and/or clients.
- Plan accounts and manage territories effectively.
- Prospect for new business and collaborate with lead generation.
- Maintain or exceed a pipeline goal equal to 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.
- Forecast revenue accurately and on time, including 30-, 60-, and 90-day forecasts within +/- 5% accuracy.
- Use internal sales enablement tools, including Salesforce.com, and follow management processes, contract requirements, and booking procedures.
- Deliver high-quality presentations in the Gartner format.
- Travel to more than five conferences per year, as well as client meetings and competitive conferences.
Benefits
- Competitive base salary with uncapped commission
- Generous paid time off
- Charity match program
- Medical, dental, and vision plans
- Parental leave
- Employee Assistance Program (EAP)
- 401(k) matching
- Immersive sales training, just-in-time learning, and mentorship opportunities
- Eligibility for Gartner’s Winners Circle and other incentive trips upon meeting specific targets
- Career development opportunities
- Internal partner support and collaboration
- Employee Resource Groups
- Opportunity to purchase company stock at a discount
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
