Senior Account Executive, GTS

Gartner•Washington, DC

7d•$132,000 - $170,000•Hybrid

About The Position

The Senior Account Executive is a field-based, direct sales role responsible for retaining clients and growing accounts through contract expansion and the introduction of new products and services. The role consults with C-level executives to develop and implement enterprise-wide strategies that maximize the value of Gartner’s products and services. The position carries responsibility for a territory of major client accounts and a contract-value quota of $800,000 or more. Gartner guides business leaders with objective research, analysis, and advice on business and technology. The company states that it has 20,000 associates serving more than 13,000 client enterprises across approximately 90 countries and territories. This role is part of Gartner’s sales organization and works in a hybrid environment, with flexibility to work virtually when productive and to collaborate with colleagues in person. The base salary range is $132,000–$170,000 USD. Employees also participate in either an annual bonus plan based on company and individual performance or a role-based, uncapped sales incentive plan. Gartner describes its benefits as including paid time off, a 401(k) match, the opportunity to purchase company stock at a discount, and additional programs.

Requirements

8–15 years of experience with proven consultative sales, preferably in high technology, services, software, or a consultative environment, and evidence of prior sales success.
Demonstrated intellect, drive, executive presence, and sales acumen.
Proven experience building excellent client relationships at C-level within large enterprise organizations.
Strong computer proficiency and presentation skills.
Knowledge of the full life cycle of the sales process.

Nice To Haves

Bachelor’s or Master’s degree is desired.

Responsibilities

Manage accounts to increase customer satisfaction, retention, and account growth.
Meet quota responsibility of $800,000 or more in contract value across a territory of major client accounts.
Consistently execute Gartner’s sales methodology.
Plan accounts and manage the territory.
Manage forecast accuracy monthly, quarterly, and annually.
Maintain competitive knowledge and focus.
Develop in-depth knowledge of Gartner’s products and services.
Consult with C-level executives to develop and implement enterprise-wide strategies that maximize the value of Gartner’s products and services.
Grow accounts through contract expansion and the introduction of new products and services.

Benefits

Competitive salary and compensation.
Generous paid time off policy.
Charity match program.
Medical, dental, and vision plans.
Parental leave.
Employee Assistance Program (EAP).
401(k) matching, including a match of up to $7,200 per year.
Opportunity to purchase company stock at a discount.
Professional development and growth opportunities.
Annual bonus plan or role-based, uncapped sales incentive plan, depending on the opportunity.