Minimum 4 years of business-to-business sales experience, ideally in high-tech industry; 6 years preferred.
Strong consultative selling skills with a focus on enterprise-wide solution development.
Knowledge of C-level sales and marketing challenges.
Familiarity with business buying centers.
Ability to travel to conferences and client meetings.
Responsibilities
Achieve quotas while growing revenue for a portfolio of conferences or clients.
Conduct account planning and territory management effectively.
Prospect and collaborate with lead generation teams.
Maintain a sales pipeline goal that exceeds sales forecasts.
Utilize internal resources across Gartner to optimize account performance.
Focus on client renewals and develop strategic high-level relationships.
Forecast revenue accurately with a +/- 5% accuracy.
Benefits
Competitive base salary with uncapped commission.
Generous paid time off and charity match program.
Comprehensive Medical, Dental & Vision Plans.
401K matching and Employee Assistance Program.
Live sales training experience and ongoing mentorship opportunities.
Full Job Description
About this role:
We are seeking a highly motivated, achievement-driven Account Executive to contribute to our double-digit growth, backed by the solid infrastructure of a world-class sales organization. This exciting role involves building face-to-face relationships with senior executives within the world’s most prominent IT vendor organizations to drive conference exhibitor sales. A successful Account Executive enjoys travel, uncapped income potential, and generous performance-based rewards.
What you will do:
Quota Achievement in retaining and growing Total Sales Bookings (TSB) to ensure Net revenue growth for a given portfolio of conferences and/or clients
Proficient in account planning and understanding of territory management
Strong prospecting skills and work collaboratively with lead gen
Maintain or exceed pipeline goal of 3x value of sales forecast
Inter-departmental resource utilization and coordinator across Gartner lines of business
Renewal activities focused on client needs and development of high-level client relationships
Development of integrated solutions based on contract offerings
Solid business acumen and industry expertise
Timely and accurate revenue forecasting, ability to accurately forecast 30/60/90 days out (+/- 5% accuracy)
Compliance in utilizing internal sales enablement tools such as salesforce.com and management processes, such as correct use of contracts and following the booking process
Delivering high-quality presentations in the Gartner format
Travel required to 5+ conferences per year plus client meetings and competitive conferences
What you will need:
Minimum 4+ years of proven, consultative, business-to-business sales experience, ideally in the high-tech industry (services, software, or hardware); 6+ years of experience preferred
Proven ability to understand enterprise-wide issues and to structure innovative, integrated solutions that provide marketing decision support to global organizations in achieving their business goals
Knowledge of the issues faced by C-level heads of Sales and Marketing
Good understanding of business buying centers
Solid industry-specific and account knowledge
Ability to travel to conferences, client meetings, competitive conferences
What you will get:
Competitive base salary with uncapped commission, generous paid time off policy, charity match program, Medical, Dental & Vision Plans, Parental Leave, Employee Assistance Program (EAP), 401K matching, and more!
Live immersive sales training experience, followed by just-in-time learning and mentorship opportunities
Opportunity to attend Gartner’s Winners Circle and other incentive trips upon meeting specific targets
Opportunity to leverage what you’ve learned and accelerate your Gartner career– where you want to go is up to you
Unmatched support and collaboration from your internal partners to renew, grow, and support your accounts
Access to our voluntary, associate-driven Employee Resource Groups that bring associates together to foster a diverse, inclusive, and supportive workplace
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About Gartner
Gartner, Inc. is a research and advisory company that provides information, advice, and tools for leaders in IT, finance, HR, customer service and support, legal and compliance, marketing, sales, and supply chain functions. The company operates in more than 100 countries and has over 16,000 employees. Gartner was founded in 1979 and is headquartered in Stamford, Connecticut.
