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Our Teams

How to Know Which Gartner Sales Position Is Right for You

Interested in learning more about Gartner's sales positions to find where you’d be the best fit? Read on to discover a few of the need-to-knows when browsing open positions, as well as the Gartner sales process and perks of joining our team.

The Basics

Our sales team is core to Gartner’s business, empowering our clients to tackle their mission-critical priorities using data-driven strategies. Let’s start with understanding the basics of our sales job posts. Below you’ll find four key components to any one of our open sales positions.

  • Role title. You’ll see a few general titles when looking through open sales positions on Gartner’s careers page. Business Development and Account Executive roles are among our highest-growth roles and require varying levels of sales experience. In general, our Business Development teams focus on bringing in new clients while our Account Executives renew and upsell existing clients. Both are responsible for uncovering new revenue for the business.
  • Client size. Gartner distinguishes client size based on the annual revenue of that client and classifies into Midsize (MSE) or Large Enterprise (LE). Both teams sell to the C-level across all industries. Client size commonly correlates to the experience level hiring managers are looking for. Job descriptions will also list the years of sales experience necessary and whether the role is remote or in a physical office location.
  • Practice area. Gartner has 12 primary practice areas: Audit & Risk, Communications, Customer Service & Support, Finance, Human Resources, Information Technology, Innovation & Strategy, Legal & Compliance, Marketing, Product Management, Sales and Supply Chain. A practice area designates the C-level executive your role sells to. For example, if the practice area is HR, you’d be selling to chief human resource officers or chief talent officers, etc. This is the same for MSE and LE positions.
  • Business division. In many of our job posts, you’ll see the position is labeled as GTS or GBS. Global Technology Sales (GTS) is our technology side of Gartner, while Global Business Sales (GBS) sells into the C-level of all non-technology practice areas within a company.
The Sale

Now that you have the basics, how is the Gartner sales process different? First and foremost, sales associates are strategic partners to our clients and take a consultative approach. Listed below are three key areas our associates need to master to be successful.

  1. Our sales associates are meticulous in their research to identify which prospects would be the best fit for Gartner’s solutions and hypothesize what that prospect’s mission-critical priorities could be before their first call. Those who are most successful leverage their natural curiosity to dig deep into a client’s needs to uncover and verify priorities to best position Gartner services.
  2. Our top performers consistently leverage internal resources such as our analysts, advisors or client partners throughout the sales cycle. With this collaboration, they’re able to share the most compelling data and ultimately close the deal
  3. Product knowledge. The ability to conceptually articulate the value of Gartner products is critical. Our associates sell access to Gartner data, research and advisors to guide C-level executives in making the best business decisions. Below are a few examples of how clients might engage with Gartner:
    • The client may want to better understand their competitive landscape to identify what they can leverage to outperform their competition.
    • A client may have prioritized operational efficiency, but the organization doesn’t know where their current gap areas exist.
    • An acquisition has created the need to combine sales teams (or any other functional area) and the client needs advice and insights regarding the best structure and process to execute.
The Perks

We invest in our associates’ success! At the beginning of your career with Gartner Sales, you’ll participate in our world-class 5-week Sales Academy, giving you all the knowledge and tools to hit the ground running. We’re proud of our learning culture that provides ongoing training and growth opportunity in a variety of ways.

For our sales team, we provide training salary, uncapped commission, accelerators, bonus opportunities, incentive trips, and more. Our management also encourages taking time to recharge and offers flexibility to ensure work-life-balance.

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

Are you interested in pursing a career opportunity with Gartner? When you join our team, you’ll be given all the tools needed to succeed and accelerate your career path. Discover more about our limitless growth and professional develop opportunities here.