4+ years of B2B sales experience, preferably in high-tech industries
Ability to create innovative solutions for enterprise-level clients
Familiarity with challenges faced by C-level Sales and Marketing executives
Strong understanding of business buying centers
Solid knowledge of industry-specific accounts
Willingness to travel for conferences and client meetings
Proximity to Irving, TX or Stamford, CT for hybrid work arrangement
Responsibilities
Achieve sales quotas to drive revenue growth for assigned conferences
Plan accounts and manage territory effectively
Collaborate with lead generation teams for prospecting
Maintain a sales pipeline at 3x the value of forecasts
Coordinate resources across Gartner's business lines
Focus on client needs during renewal activities
Develop integrated solutions based on client contracts
Forecast revenue accurately for 30/60/90 days
Utilize sales enablement tools and follow internal processes
Deliver high-quality presentations in Gartner's format
Travel to 5+ conferences and client meetings annually
Benefits
Competitive base salary with uncapped commission
Generous paid time off and charity match program
Comprehensive Medical, Dental & Vision Plans
Parental Leave and Employee Assistance Program (EAP)
401K matching and additional retirement benefits
Immersive sales training and mentorship opportunities
Incentive trips for top performers, including Gartner's Winners Circle
Supportive internal collaboration for account management
Access to Employee Resource Groups for diversity and inclusion
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
Must live within a reasonable commuting distance of either our Irving, TX or Stamford, CT office. This role follows a hybrid schedule, with employees expected to work in the office two days per week.
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
#Conferences
#ConferenceSales
#hybrid
#LI-DS6
Job Requisition ID:115066
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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.
