Responsible for developing & executing the global CIO & CXO relationships with top a Department of Defense accounts (based on IT spend). The position requires exceptional client relationship management skills, detailed business and account planning to ensure revenue goals are exceeded. This position leads all resources aligned with the account, including both direct reports and matrixed reports (i.e., other Gartner BU resources.)
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Responsible for setting global strategy for strategic account clients, including driving and coordinating all globally & locally executed selling and relationship management activities
Responsible for exceptional understanding of client business strategy, drivers, goals and initiatives; then translating these into Gartner selling opportunities.
Quota Achievement - retain and grow Research and Consulting to achieve Net revenue growth
Inter-departmental resource utilization and coordination across Gartner Lines of Business
Renewal activities focused on client needs and development of high level client relationships
Development of integrated solutions based on clients’ key initiatives
Timely and accurate revenue forecasting
Compliance in utilizing internal sales enablement tools and management processes
Average number of accounts – 2 very large organizations (DOD) with many separate CIO relationships
Global responsibility for account team all of whom are direct reports
Ability to recruit great talent; Coach new hires to productivity.
Qualifications
Bachelor’s Degree Required
Minimum 10 + years proven consultative sales experience in high technology (services, software or hardware).
5+ years of C-level sales experience
Ability to establish global CIO contacts and relationships
Proven ability to understand enterprise-wide issues and to structure innovative, integrated solutions that provide IT decisions support to global organizations in achieving their business goals
Demonstration of floor leadership/mentoring.
Comprehensive understanding of technology buying centers
High level of business acumen
In depth industry knowledge of US Defense and US Federal Government
Extensive industry specific knowledge
Knowledge of the business issues faced by C-level executives.
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