Senior Account Executive
Gartner
- Barton, ACT Canberra, ACT
- Permanent
- Full-time
market leader? If so, consider Gartner, the world's leading research and advisory
company, serving C-suite leaders and their teams in 15,600+ distinct organizations in
more than 100 countries. Gartner equips these leaders with the indispensable insights,
advice and tools to achieve their mission-critical priorities and build the successful
organizations of tomorrow.Senior Account Executives are solution-oriented individuals who help clients with their
most important critical challenges. The account executive is a field sales role
responsible for direct client contract value retention, as well as growth through contract
expansion and the introduction of new products and services. The territory for this role
includes specific major client accounts and carries a sales quota of $1 million+ of
contract value. Gartner is a sales-driven organization, and the success of our account
executives is the fuel that grows the company. #GartnerSalesWhat you'll do:? Consult with C-level executives to identify organizational challenges, priorities,
objectives & plans
? Identify organisational shortcomings through the analysis of current structures &
objectives
? Consult with C-Level executives & various management levels within the
organisation to develop and implement an effective, enterprise-wide strategy that
improves the value delivered by Gartner's products and services
? Create unique client solutions to resolve previously identified organisational
problems
? Preparing and recommending Gartner solutions proposals to revise the client's
strategy, plans, methods & procedures to resolve organisational problems &
increase organisational effectiveness.
? Account Management & facilitation of the implementation of agreed
recommendations & resources.
? Manage your accounts toward an outcome of increased customer happiness and
increase in retention & account growth
? Fulfill a quota responsibility of $1.25 million+of contract value within a territory of
major account sized client accounts
? Handle forecast accuracy on a monthly/quarterly/annual basis
? Coach, mentor, and develop Account ExecutivesWhat you need:? 8-12 years of external experience with validated consultative sales, preferably in
high-technology (services, software or hardware), with evidence of prior success
? Proficiency in account planning and an understanding of territory management
? The ability to prospect and run C-level and senior-level relationships within
midsize and large organizations
? Demonstrated intellect, drive, executive presence and sales acumen
? Proven experience building excellent client relationships through offering
beneficial, insightful and strategic insights into their businesses
? Strong proficiency in computer skills
? Excellent written and oral presentation skills
? Knowledge of the full life cycle of the sales process, from prospecting to close