Starting a career in sales can be challenging and exciting. For Pascal Hearn, an Account Executive at Gartner and CEMS alumnus, it offers the opportunity to leverage business and technology insights to help organizations with their mission critical priorities.
Pascal was interested in working at Gartner for the opportunity to work at an organization that has a significant impact on global enterprises. This is especially relevant at a time when artificial intelligence is transforming both business and technology. He shares, “Organizations like Gartner influence billions of dollars in IT spending, with enterprises relying on them to navigate new technologies and make important technology decisions. I found the idea of working at that intersection of technology, business and decision-making — particularly at a time when AI is transforming all three — incredibly exciting,”
Another important factor in his decision to join Gartner was the organization's approach to sales development. “Everyone I spoke to before joining emphasized how structured and rigorous Gartner’s approach to sales development is, and having now gone through the training myself, I can definitely attest to that,” he shares.
Pascal relocated to Barcelona, and the location also played an important role in his decision to join Gartner, “I loved the combination of Barcelona and Gartner’s international culture,” he shared. “The Barcelona office brings together people from across Europe, so I get to work in a genuinely international environment— and even practice my third CEMS language on the sales floor if I want to!”
Moving to a new country can be both exciting and challenging, particularly at the beginning of a career. Pascal shares how his Gartner colleagues supported him with his relocation, “I ended up finding my apartment through another Gartner employee, which was a great example of how helpful the internal community can be, even outside of my immediate team.”
Since joining Gartner as an Account Executive, Pascal works closely with clients to understand their businesses, priorities, and challenges. He then connects them with the Gartner insights that can help them address their mission critical priorities. “Ultimately, the most impactful thing I can do is put a client in a conversation with the right analyst at the right time,” he explains. “A single 30-minute analyst inquiry can sometimes have a significant impact on a client’s strategy.”
For CEMS candidates interested in a career at Gartner, Pascal’s advice is to take the time to get to know the company and its people before applying. "Attend Gartner events offered through CEMS or your university and definitely sign up for the skill seminars and other sessions Gartner runs around events such as the CEMS Career Forum. They are a great way to learn more about the company, meet people who work here and get a feel for the culture," he shares. “I would also encourage candidates to reach out directly to people in sales or recruiting — most people are very open to sharing their experiences."
Pascal also recommends approaching the recruitment process as an opportunity to learn and develop. He reflected on how he valued the support he received from his recruiter, who coached him throughout each stage rather than simply assessing his performance.
“The process itself was therefore a valuable opportunity to learn, improve and understand what it takes to succeed at Gartner,” he explains.
Pascal’s experience highlights the opportunities available to CEMS graduates who are interested in kickstarting their sales career. From developing sales skills to helping clients make strategic decisions, a career at Gartner can offer limitless opportunities for you to grow professionally and flourish personally.
Are you interested in kickstarting your career at Gartner? You can meet Gartner at the Career Forum in November or check out and apply for our full-time roles below. If you are a 2028 graduate interested in our Sales Internship program, we will be opening our roles in Late October or Early November.
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Sales Development Program, Barcelona or London
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Client Success Associate
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Account Manager: Dutch, Italian, German, French, and Nordic Speakers