This Client Director role is responsible for setting global strategy for global account clients or major regional accounts which are of substantial strategic and revenue generating importance. This position is typically focused on a single strategic account (large, multi-national companies) and is responsible for driving new business within that account, carrying a sales quota aligned with the specific account.
Responsible for directing strategy for large, global accounts including driving and coordinating executed selling and relationship activities
Responsible for detailed understanding of large, global account client business strategy, drivers, goals and initiatives and translating these into Gartner selling opportunities
Establish and maintain executive relationships with clients to become the trusted advisor in all their primary locations
Account management with outcome of increased customer satisfaction and increase in retention & account growth
Quota responsibility aligned to a specific multinational account
Mastery and consistent execution of Gartner’s internal sales methodology
Management of remote sales associates
Proficient in global account planning and understanding of territory management
Manage forecast accuracy on a monthly/quarterly/annual basis
Maintain competitive knowledge & focus
Fiscal responsibility with regards to expense management
In-depth knowledge of Gartner’s products and services
Job Requirements:
15+ years external experience with proven consultative sales, preferably experience in high technology (services, software or hardware), with evidence of prior success in Sales.
Ability to prospect and manage C-level and senior level relationships within large multi-national companies
Strong demonstration of intellect, drive, executive presence, sales acumen
Proven experience building excellent client relationships, offering value added, insightful and strategic insight into their business
Proven ability to understand enterprise-wide issues and to structure innovative, integrated solutions that provide IT decision support to global companies
Comprehensive understanding of technology buying centers
Extensive and relevant industry knowledge, specific to vertical markets per territory
Strong computer proficiency
Excellent written and oral/presentation skills
Ability to develop and conduct effective presentations with contract decision makers (c-level)
Knowledge of the full life cycle of the sales process from prospecting to close
Language requirements as determined by territory needs
Bachelors degree, with strong evidence of success in school
Masters or advanced degree a plus
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