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Strategic Account Director

2 months ago

San Francisco, California, United States Gartner Full time
About the Role

This Strategic Account Director position is responsible for setting and directing strategy for global clients or major regional accounts that are of substantial strategic and revenue generating importance. The ideal candidate will have experience managing one to three direct reports and a focus on driving new business within the account, carrying a sales quota.

Key Responsibilities
  • Develop and Execute Strategy: Understanding of large/global client business strategy, drivers, goals, and initiatives and translating these into Gartner selling opportunities.
  • Drive Business Results: Develop and execute strategy for achievement of business results tied to overall sales strategy.
  • Lead Sales Team: Attract and retain top talent within sales team by following Gartner's validated recruitment methodology, with a strong focus on building a pipeline of candidates for potential open opportunities.
  • Establish Client Relationships: Establish and maintain executive relationships with clients to become the trusted advisor in all their primary locations.
  • Account Management: Account management with the outcome of increased customer satisfaction and an increase in retention and account growth.
  • Quota Responsibility: Quota responsibility aligned to a specific multinational account.
  • Sales Methodology: Mastery and consistent execution of Gartner's sales methodology, products, and services.
  • Line Management: Line management of remote sales associates.
  • Forecast Accuracy: Manage forecast accuracy on a monthly/quarterly/annual basis.
  • Industry Knowledge: Maintain competitive knowledge & focus.
Requirements
  • Experience: 15+ years external experience with proven consultative sales, preferably experience in high technology (services or software), with evidence of prior success in Sales.
  • C-level Relationships: Ability to prospect and manage C-level and senior level relationships within large multi-national companies.
  • Global Account Planning: Proficient in global account planning and understanding of territory management.
  • Intellect and Drive: Strong demonstration of intellect, drive, executive presence, and sales acumen.
  • Client Relationships: Proven experience building excellent client relationships, offering value added, insightful and strategic insight into their business.
  • Enterprise-Wide Issues: Proven ability to understand enterprise-wide issues and to structure innovative, integrated solutions that provide IT decision support to global companies.
  • Technology Buying Centers: Comprehensive understanding of technology buying centers.
  • Industry Knowledge: Extensive and relevant industry knowledge, specific to vertical markets per territory.
  • Computer Proficiency: Strong computer proficiency and presentation skills.
  • Sales Process: Knowledge of the full lifecycle of the sales process.
  • Education: Bachelor's or master's degree – desired.
What We Offer
  • Competitive Salary: Competitive salary, generous paid time off policy, charity match program, Medical, Dental & Vision Plans, Parental Leave, Employee Assistance Program (EAP), 401K matching and more.
  • Culture: Collaborative, team-oriented culture that embraces diversity.
  • Professional Development: Professional development and unlimited growth opportunities.