Senior Account Executive, LE, GTS

Gartner • Arlington, VA

10d • $132,000 - $170,000 • Hybrid

About The Position

The Senior Account Executive sets strategy for major regional accounts that are strategically important and generate substantial revenue. The role focuses primarily on a small number of large, multinational strategic accounts and drives new business within those accounts, with a sales quota aligned to the assigned accounts. The position directs account strategy and sales and relationship activities, develops executive-level client relationships, and manages account growth, customer satisfaction, retention, forecasting, and expenses.

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 insights.
• 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 at the C-level.
• Knowledge of the full sales lifecycle, from prospecting through closing.
• Language capabilities 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.

Responsibilities

• Direct strategy for large, strategic accounts, including driving and coordinating sales and relationship activities.
• Develop a detailed understanding of clients’ business strategies, drivers, goals, and initiatives, and translate them into Gartner sales opportunities.
• Establish and maintain executive relationships with clients and serve as a trusted advisor.
• Manage accounts to increase customer satisfaction, retention, and account growth.
• Meet quota responsibilities aligned to specific strategic accounts.
• Consistently execute Gartner’s internal sales methodology.
• Plan large accounts and manage territories.
• Manage forecast accuracy on a monthly, quarterly, and annual basis.
• Maintain competitive knowledge and focus.
• Manage expenses with fiscal responsibility.
• Maintain in-depth knowledge of Gartner products and services.

Benefits

• World-class benefits and highly competitive compensation.
• Hybrid work environment with flexibility to work virtually when productive and opportunities to meet with colleagues in person.
• Annual bonus plan based on company and individual performance, or a role-based, uncapped sales incentive plan, depending on the opportunity.
• Generous paid time off.
• 401(k) match up to $7,200 per year.
• Opportunity to purchase company stock at a discount.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed