Senior Account Executive, LE, GTS

Gartner • Arlington, VA

8d • Hybrid

About The Position

The Senior Account Executive sets strategy for major regional accounts that are strategically and financially important to Gartner. The role focuses on a small portfolio of large, multinational companies and drives new business within those accounts, with a sales quota aligned to the assigned accounts. The position involves developing client relationships and account plans, understanding clients’ business priorities, and translating them into Gartner selling opportunities. The role also carries responsibility for account growth, customer satisfaction and retention, sales forecasting, and expense management.

Requirements

• At least 6 years of external experience with proven success in consultative sales; high-technology services, software, or hardware experience is preferred.
• Ability to prospect and manage C-level and senior-level relationships within large multinational companies.
• Demonstrated intellect, drive, executive presence, and sales acumen.
• Proven ability to build excellent client relationships and provide value-added, insightful, strategic business insight.
• 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.
• Extensive and relevant industry knowledge specific to the territory’s vertical markets.
• Strong computer proficiency.
• Excellent written, oral, and presentation skills.
• Ability to develop and deliver effective presentations to contract decision makers, including C-level executives.
• Knowledge of the full sales lifecycle, from prospecting through closing.
• Language skills as determined by territory needs.

Nice To Haves

• Bachelor’s degree preferred.
• Master’s or advanced degree is a plus.
• Experience in high-technology services, software, or hardware sales is preferred.

Responsibilities

• Direct strategy for large, strategic accounts and coordinate selling and relationship activities.
• Understand clients’ business strategies, drivers, goals, and initiatives, and translate them into Gartner selling opportunities.
• Establish and maintain executive client relationships and serve as a trusted advisor.
• Manage accounts to increase customer satisfaction, retention, and account growth.
• Carry quota responsibility aligned to assigned strategic accounts.
• Master and consistently execute Gartner’s internal sales methodology.
• Plan large accounts and manage territories.
• Maintain monthly, quarterly, and annual forecast accuracy.
• Maintain competitive knowledge and focus.
• Manage expenses responsibly.
• Develop in-depth knowledge of Gartner’s products and services.

Benefits

• World-class benefits and competitive compensation, with rewards for top performers.
• Hybrid work environment with flexibility to work virtually when productive and opportunities to meet colleagues in person.
• Annual bonus plan based on company and individual performance or a role-based, uncapped sales incentive plan, as applicable.
• Generous paid time off.
• 401(k) match of 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