Account Executive, MSE

Overview

Account Executive, Mid-Sized Enterprise

Want to help influence the world’s best companies? Join Gartner as an Account Executive, and help drive sales growth while managing a client portfolio that is unmatched among other advisory and consulting companies.

The Account Executive is the focal point for all customer interaction within our Mid-Sized Enterprises practices sales and renewal cycle. You will act as a business-practice guide to their assigned member organizations and monitors his or her accounts development and growth from initial sale to year-on-year renewal always staying aware of cross-sell opportunities.

• Watch all commercial activities within a practice, for a pool of 20-50 companies.
• Teach clients and prospects the benefits of Gartner products and services, detailing our business model and value proposition.
• Craft new business leads and generate cross-selling opportunities through existing member relationships.
• Determine appropriate tactics to drive urgency in sales cycle including trial meetings, teleconferences, and guest website access.
• Use existing member relationships to contact new business leads and generate cross-selling opportunities.
• Across an annual cycle, invest in the activities that help your pool of companies significantly grow revenue.
• Pursue, negotiate, and close cross-sell opportunities, leading senior executives into active membership status through a consultative sales approach.
• Master the research terrain for the membership, and monitor industry trends as necessary.
• Customize account plans for member companies, outlining service delivery, revenue growth strategies, and potential additions for existing memberships.
• Build relationships with prospects and existing clients (members) by demonstrating in-depth institutional knowledge, understanding their specific business needs, and presenting an appropriate mix of Gartner products and research solutions through personal visits and phone calls.
• Work with product partners to ensure targeted and substantive resolution of diagnosed client needs.
• Help upgrade other Account Managers skills and abilities through feedback and mentoring, with strong emphasis on building commercial skills (e.g. diagnosis and negotiation ability, sales pipeline management, and forecasting accuracy).

• 3-5 years of successful sales/account management experience, including holding commercial negotiations within a blue-chip client base and handling at least 50 accounts/opportunities
• Validated ability to handle revenue responsibility and meet monthly, quarterly, and annual financial goals
• Skills in leading multiple commercial processes (new business sales and renewals), forecasting precisely, and identifying challenges to a positive commercial outcome
• Strong ethic for fulfilling service requests and keen interest in building relationships with executives
• Ability to use internal influence to ensure that Gartner s full capabilities are brought to bear in serving our clients
• Excellent time management skills and strong attention to detail
• Deep understanding of business concepts for large national and international corporations, as well as Gartner's product portfolio
• Undergraduate degree preferred (any discipline)

Who are we?

At Gartner, Inc. (NYSE:

IT), we guide the leaders who shape the world.

Our mission relies on expert analysis and bold ideas to deliver actionable, objective business and technology insights, helping enterprise leaders and their teams succeed with their mission-critical priorities.

Since our founding in 1979, we’ve grown to 21,000 associates globally who support ~14,000 client enterprises in ~90 countries and territories. We do important, interesting and substantive work that matters. That’s why we hire associates with the intellectual curiosity, energy and drive to want to make a difference. The bar is unapologetically high. So is the impact you can have here.

Our vast, virtually untapped market potential offers limitless opportunities – opportunities that may not even exist right now – for you to grow…