Account Executive, MSE

About the position

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.

Responsibilities

• 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.
• 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.

Requirements

• 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).

Benefits

• Generous PTO
• 401k match up to $7,200 per year
• Opportunity to purchase company stock at a discount
• Annual bonus plan based on company and individual performance
• Role-based, uncapped sales incentive plan