responsible for directing strategy for large, strategic accounts including driving and coordinating executed selling and relationship activities
responsible for detailed understanding of large account client business strategy, drivers, goals and initiatives and translating these into Gartner selling opportunities
establish and maintain executive relationships with clients to become the trusted advisor
account management with outcome of increased customer satisfaction and increase in retention & account growth
quota responsibility aligned to a specific strategic accounts
mastery and consistent execution of Gartner’s internal sales methodology
proficient in large account planning and understanding of territory management
manage forecast accuracy on a monthly/quarterly/annual basis
maintain competitive knowledge & focus
fiscal responsibility with regards to expense management
in-depth knowledge of Gartner’s products and services

10-15 years external experience with proven success in consultative sales, preferably experience in high technology (services, software or hardware)
ability to prospect and manage C-level and senior level relationships within large multi-national companies
strong demonstration of intellect, drive, executive presence, sales acumen
proven experience building excellent client relationships, offering value added, insightful and strategic insight into their business
proven ability to understand enterprise-wide issues and to structure innovative, integrated solutions that provide IT decision support to global companies
comprehensive understanding of technology buying centres
extensive and relevant industry knowledge, specific to vertical markets per territory
strong computer proficiency
excellent written and oral/presentation skills
ability to develop and conduct effective presentations with contract decision makers (C-level)
knowledge of the full life cycle of the sales process from prospecting to close
Bachelor's degree preferred
Master's or advanced degree a plus

Client Executive, LE, GTS

Key skills