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Sr Account Executive, Global Business Services At Gartner

Location: San Francisco, California

Job Description

What makes Gartner a GREAT fit for you? When you join Gartner, you’ll be part of a fast-growing team that helps the world become smarter and more connected. We’re the world’s leading research and advisory company, achieving consistent double-digit growth by steering clients toward the right decisions with business and technology insights they can’t find anywhere else. Our associates enjoy a collaborative work environment, exceptional training and career development — as well as unlimited growth opportunities. If you like working with a curious, supportive, high-performing team, Gartner is the place for you.

The Senior Account Executive is a field sales role responsible for both direct client contract value retention as well as growth through contract expansion and the introduction of new products and services. The territory for this role includes specific major client accounts, and carries a sales quota of $800,000+ of contract value. You will consult with C-level executives to develop and implement an effective, enterprise-wide strategy that maximizes the value delivered by Gartner’s products and services!

What Are the Key Job Responsibilities?

  • Build relationships with our clients and prospects through demonstration of in-depth institutional knowledge, understanding of specific institutional needs/priorities and application of research solutions.

  • Navigate Gartner client offerings on behalf of the institution, ensuring the appropriate product is provided to meet the client’s need

  • Educate clients and prospects on the benefits of Gartner's products and services through compelling articulation of our business model and value proposition

  • Create customized account plans for each institution, outlining service delivery and revenue growth strategies for existing and potential client memberships within the institution

  • Collaborate with our client advisory team to ensure targeted and substantive content solution delivery

  • Utilize existing member relationships to navigate within the institution and generate/contact new business leads

  • Evaluate prospects' business needs and present appropriate mix of Gartner products

  • Determine appropriate tactics to drive urgency in sales cycle, including trial meetings/ teleconferences, guest website access, etc.

What are the required Job qualifications?

  • Bachelor’s degree is required; MBA a plus!

  • Minimum 8 years of direct sales or account management experience selling a subscription service

  • Proven experience retaining and growing existing business while engaging at the Chief Executive level

  • Proven success driving YOY revenue growth within an existing account base

  • High level of executive presence; experience selling to and closing business with mid-sized to large enterprise C suite stakeholders

  • Willingness and ability to travel in excess of 40% in a regional state territory

  • Excellent communication and presentation skills

  • Demonstrated ability to establish and grow sales with existing senior level clients

  • Integrity, drive, and a high degree of intellectual curiosity!

Why Should I Be Interested?!

  • All new hires attend our 5 week Best in Class Sales Training Academy!

  • Realistic annual goals / opportunity to realize uncapped commissions and accelerators.

  • Significant amount of opportunity for career trajectory in a high growth company

  • Competitive base salary plus uncapped (monthly) commission AND training salary while you attend Academy

  • Variety of incentive campaigns that recognize top performers for their achievements

Job Requisition ID:34444

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