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Senior Account Executive, MSE, GBS

Sydney, Australia
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Job Description:


What makes Gartner a GREAT fit for you? When you join Gartner, you’ll be part of a fast-growing team that helps the world become smarter and more connected. We’re the world’s leading research and advisory company, achieving consistent double-digit growth by steering clients toward the right decisions with business and technology insights they can’t find anywhere else. Our associates enjoy a collaborative work environment, exceptional training and career development — as well as unlimited growth opportunities. If you like working with a curious, supportive, high-performing team, Gartner is the place for you.

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 unrivaled among other advisory and consulting companies.

The Account Executive is the focal point for all customer interaction within our Mid-Sized Enterprise sales and renewal cycle. This individual acts as a business-practice expert to their assigned member organisations and monitors his or her accounts’ development and growth—from initial sale to year-on-year renewal—always staying aware of cross-sell opportunities.

How You Will Makean Impact as an Account Executive

  • Oversee all commercial activities within a practice, for a pool of 20–50 companies.
  • Teach clients and prospects the benefits of our products and services, detailing our business model and value proposition.
  • Create 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 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 though a consultative sales approach.
  • Master the research terrain for the membership, and monitor industry trends as necessary.
  • Customise account plans, outlining service delivery and revenue growth strategies
  • Build relationships with prospects and existing clients by demonstrating in-depth institutional knowledge, understanding their specific business needs, and presenting an appropriate mix of our products and research solutions through personal visits and phone calls.
  • Work with product partners to ensure targeted and substantive resolution of diagnosed client needs.

We Want a Manager with These Qualifications

  • 3+ years of successful sales/account management experience, including holding commercial negotiations within a blue-chip client base and managing at least 50 accounts/opportunities
  • Proven ability to handle revenue responsibility and meet monthly, quarterly, and annual financial goals
  • Skills in managing 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 clientsSuperior time management skills and strong attention to detail
  • Solid understanding of business concepts for large national and international corporations, as well as our product portfolio

Job Requisition ID:34990

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