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Strategic Account Executive, Global Enterprise

2 months ago

San Diego, California, United States Gartner Full time
About the Role:

This Senior Client Executive position is responsible for developing and executing strategies for major regional accounts that are of significant strategic and revenue-generating importance. The role is typically focused on a small number of strategic accounts (large, multi-national companies) and is responsible for driving new business within these, carrying a sales quota aligned with the specific accounts.

Key Responsibilities:

  • Direct strategy for large, strategic accounts, including driving and coordinating executed selling and relationship activities.

  • Develop a detailed understanding of large account client business strategy, drivers, goals, and initiatives and translate these into actionable selling opportunities.

  • Establish and maintain executive relationships with clients to become a trusted advisor.

  • Manage accounts to increase customer satisfaction and retention, as well as drive account growth.

  • Meet quota responsibility aligned to specific strategic accounts.

  • Mastery and consistent execution of Gartner's internal sales methodology.

  • Proficient in large account planning and understanding of territory management.

  • Manage forecast accuracy on a monthly/quarterly/annual basis.

  • Maintain competitive knowledge and focus.

  • Fiscal responsibility with regards to expense management.

  • In-depth knowledge of Gartner's products and services.

Requirements:

  • 10-15 years of external experience with proven success in consultative sales, preferably in high technology (services, software, or hardware).

  • Ability to prospect and manage C-level and senior-level relationships within large multi-national companies.

  • Strong demonstration of intellect, drive, executive presence, and sales acumen.

  • Proven experience building excellent client relationships, offering value-added, insightful, and strategic insight into their business.

  • Proven ability to understand enterprise-wide issues and structure innovative, integrated solutions that provide IT decision support to global companies.

  • Comprehensive understanding of technology buying centers.

  • Extensive and relevant industry knowledge, specific to vertical markets per territory.

  • Strong computer proficiency.

  • Excellent written and oral/presentation skills.

  • Ability to develop and conduct effective presentations with contract decision makers (C-level).

  • Knowledge of the full life cycle of the sales process from prospecting to close.

  • Language requirements as determined by territory needs.

  • Bachelor's degree preferred.

  • Master's or advanced degree a plus.

What We Offer:

  • Competitive salary, generous paid time off policy, charity match program, Medical, Dental & Vision Plans, Parental Leave, Employee Assistance Program (EAP), 401K matching, and more.

  • Collaborative, team-oriented culture that embraces diversity.

  • Professional development and unlimited growth opportunities.