Key skills
CCRMLeadershipPresentation SkillsAccount ManagementSales
About this role
Role Overview
- Gain access to and develop trust based, value added relationships with senior most technology leaders and their teams in large global accounts
- Lead overall account and territory strategy to drive YoY growth and retention
- Develop exemplary account solutions and license architectures – building account vision and strategy, and driving execution towards intended state
- Orchestrate and marshal account planning and execution with sales team members and cross-BU internal partners
- Lead and coach direct sales team on best practice execution
- Develop understanding of client business strategy, drivers, goals and initiatives
- translating these into opportunities for the client to maximize value received and identifying new value delivery opportunities
- Attract and retain top talent within sales team by following Gartner’s validated recruitment methodology
- Drive high activity by coordinating prospecting strategies and driving prospecting execution
- Become a trusted advisor for the client across all their primary locations
- Account management with the outcome of increased customer engagement and an increase in retention and account growth
- Quota responsibility aligned to a specific multinational account
- Build and demonstrate mastery of Gartner sales methodology and products
- Drive consistent execution of Gartner’s proven best practices
- Line leadership, coaching, and development of direct report sales associates
- Responsible for forecasting and forecast accuracy on a monthly/quarterly/annual basis
- Maintain and leverage competitive knowledge & focus
Requirements
- 15+ years of experience
- 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 multi-national companies
- Proficient in global account planning, territory management, and developing solution/license architectures
- Proven experience building trust-based client relationships
- offering value added, insightful and strategic insight into their business
- Comprehensive understanding of technology buying centers and procurement processes of large global accounts
- Strong presentation skills and business application proficiency (e.g. PowerPoint, CRM tools, Word, Excel, etc.)
- Proficiency in navigating the full lifecycle of the sales process
- Bachelor’s degree desired
- Master’s degree a plus
Benefits
- 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