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About the role
Key responsibilities & impact- Set, direct, and execute strategy for global clients or major regional accounts of substantial strategic and revenue-generating importance
- Carry a sales quota and manage one to three direct reports
- Develop trust-based, value-added relationships with senior technology leaders and their teams
- Lead account and territory strategy to drive year-over-year growth and retention
- Develop account solutions and license architectures, build account vision and strategy, and drive execution
- Coordinate account planning and execution with sales team members and cross-business-unit partners
- Lead and coach the direct sales team on best-practice execution
- Translate client business strategies, goals, and initiatives into value-delivery and new-business opportunities
- Attract and retain sales talent using Gartner’s recruitment methodology
- Coordinate prospecting strategies and drive prospecting execution
- Serve as a trusted advisor across clients’ primary locations
- Increase customer engagement, retention, and account growth through account management
- Maintain quota responsibility for a specific multinational account
- Build mastery of Gartner sales methodology and products
- Drive consistent execution of Gartner best practices
- Provide line leadership, coaching, and development for direct-report sales associates
- Maintain monthly, quarterly, and annual forecasts and forecast accuracy
- Maintain and leverage competitive knowledge and focus
Requirements
What you’ll need- 15+ years of experience with +10 years of sales experience
- Past leadership experience strongly preferred
- Track record of success in a quota-bearing consultative selling environment, preferably in high technology (services or software) sales
- Experience owning and developing new trust-based relationships with C-Level and senior-level clients and prospects in large multinational companies
- Proficiency in global account planning, territory management, and developing solution/license architectures
- Strong intellect, drive, influencing skills, executive presence, relationship building, sales acumen, collaboration, and compelling communications
- Proven experience building trust-based client relationships and providing value-added, insightful, strategic business insight
- Ability to understand enterprise-wide issues and structure innovative, integrated solutions for global companies
- Comprehensive understanding of technology buying centers and procurement processes of large global accounts
- Extensive and relevant industry knowledge specific to vertical markets per territory
- Strong presentation skills and business application proficiency, including PowerPoint, CRM tools, Word, and Excel
- Proficiency in navigating the full lifecycle of the sales process
- Bachelor’s degree desired
- Master’s degree a plus
Benefits
Comp & perks- Competitive salary
- Generous paid time off policy
- Charity match program
- Uncapped commission structure
- World-class sales training programs and skill development programs
- Annual "Winners Circle" event attendance at exclusive destinations for top performers
- Collaborative, team-oriented culture that embraces inclusion
- Professional development and career growth opportunities
- Hybrid work environment with flexibility to work virtually when productive and get together with colleagues
- 401k match up to $7,200 per year
- Opportunity to purchase company stock at a discount
- Market-leading benefit programs