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Our Teams

How to Know Which Gartner Sales Position Is Right for You

If you want to learn about Gartner Sales positions and decide where you’d be the best fit, read on to uncover the differences between teams, client size and business units.

Our sales team is core to Gartner’s business. As a sales associate, you’ll empower our clients to tackle their mission-critical priorities using data-driven strategies. Here are four key terms you should know while exploring our sales positions:

1. Title

The two most common roles you’ll see available on the Gartner Career site are Business Development and Account Executive opportunities, which are our highest-growth roles. They require varying levels of sales experience. To help you determine which role to apply to, consider if you want to create new relationships or nurture existing ones. Here’s why:

  • Business Development associates focus on bringing in new clients. 
  • Account Executives renew and upsell existing clients.

2. Client Size

While reviewing roles, you’ve probably seen acronyms like MSE or LE. Those letters refer to the client size based on the client’s annual revenue. Both teams sell to C-level executives across industries.

  • MSE – Midsize 
  • LE – Large Enterprise

These acronyms are often correlated to the experience hiring managers are expecting for the role. In addition to the years of sales experience, keep these acronyms in mind as you’re applying to vacancies.

3. Practice Area 

Gartner has 12 primary practice areas. By identifying the practice area, you’ll know exactly which C-level executive you’re selling to. For example, if the practice is HR, you’d be selling to chief human resource officers, chief talent officers, etc. You can find a full list of our practice areas below:

  • Audit and Risk

  • Communications

  • Customer Service and Support 

  • Finance

  • Human Resources

  • Information Technology

  • Innovation and Strategy

  • Legal, Risk and Compliance

  • Marketing

  • Product Management

  • Sales  

  • Supply Chain

4. Business Unit

You may have heard this term being referred to as a “department,” but at Gartner, we call it a business unit (or BU). You’ll find this information in our job posts with acronyms like GTS, GBS, GCS or GDM. Here’s what you need to know about each BU:

  • Gartner Technology Sales (GTS): This BU supports technology end-users and technology providers with actionable insight to help our clients drive their businesses forward. It’s the largest contributor of revenue growth for Gartner. 
  • Gartner Business Sales (GBS): Gartner’s second largest sales division, GBS supports non tech clients across all major business functions. It is Gartner’s second largest sales division.
  • Gartner Conference Sales (GCS): As you know, Gartner is known for its 40+ years of research. This BU brings that research to life by connecting world-leading experts and clients to the same actionable, objective insights and strategy in an immersive experience.
  • Gartner Digital Markets (GDM): One of the fastest growing business units within Gartner, GDM is a leading source of insights, leads and reviews for software and services providers to grow their business and brands.

If Gartner Sales sounds like the next step in your career, explore our open positions here.