Enterprise Account Executive

Overview

Drive conference exhibitor sales for a portfolio of Gartner conferences and/or clients by building face-to-face relationships with senior executives at prominent IT vendor organizations. Contribute to sales growth through account management, prospecting, renewals and integrated solution development.

What you'll do

• Achieve quota by retaining and growing Total Sales Bookings (TSB) to ensure net revenue growth for a given portfolio of conferences and/or clients.
• Plan accounts and manage territories.
• Prospect and work collaboratively with lead generation.
• Maintain or exceed a pipeline goal of 3x the value of the sales forecast.
• Utilize inter-departmental resources and coordinate across Gartner lines of business.
• Conduct renewal activities focused on client needs and develop high-level client relationships.
• Develop integrated solutions based on contract offerings.
• Apply solid business acumen and industry expertise.
• Forecast revenue accurately and on time, including 30/60/90-day forecasts within +/- 5% accuracy.
• Comply with internal sales enablement tools such as salesforce.com and management processes, including correct use of contracts and following the booking process.
• Deliver high-quality presentations in the Gartner format.
• Travel to 5+ conferences per year, client meetings and competitive conferences.

What you'll need

• Minimum 4+ years of proven consultative sales experience.
• Ability to understand enterprise-wide issues and structure innovative, integrated solutions that provide marketing decision support to global organizations in achieving their business goals.
• Knowledge of the issues faced by C-level heads of Sales and Marketing.
• Good understanding of business buying centers.
• Solid industry-specific and account knowledge.
• Ability to travel to conferences, client meetings and competitive conferences.

Nice to have

• Experience in the high-tech industry, including services, software or hardware.

Details

• Location: Bangalore.
• Travel is required to 5+ conferences per year, plus client meetings and competitive conferences.
• Gartner describes its work environment as hybrid, providing flexibility to work virtually when productive and get together with colleagues in a community.