Strategic Account Director

4 weeks ago

Copenhagen, Copenhagen, Denmark Gartner Full time

Company Overview

Gartner, Inc. is a world-renowned research and advisory company that guides leaders who shape the world.

We provide expert analysis and bold ideas to deliver actionable, objective insight, helping enterprise leaders and their teams succeed with their mission-critical priorities.

Salary

The estimated annual salary for this position ranges from $120,000 to $250,000, depending on experience and qualifications.

Job Description

This role is responsible for setting strategy for major regional accounts which are of substantial strategic and revenue generating importance.

You will be focused on a small number of strategic accounts (large, multi-national companies) and drive new business within these, carrying a sales quota aligned with the specific accounts.

Responsibilities:

  • Directing strategy for large, strategic accounts including driving and coordinating executed selling and relationship activities
  • Detailed understanding of large 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
  • Account management with outcome of increased customer satisfaction and increase in retention & account growth
  • Quota responsibility aligned to a specific strategic accounts
  • Mastery and consistent execution of Gartner's internal sales methodology
  • Proficient in large 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

Requirements:

  • 10-15 years external experience with proven success in consultative sales, preferably experience in high technology (services, software or hardware)
  • 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
  • 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
  • Bachelor's degree preferred, Master's or advanced degree a plus

Benefits

  • Uncapped earnings and challenging and achievable quotas – 85% of our salesforce hit quota, unlocking accelerators every year
  • An all-expenses-paid 'Winners Circle' trip for top performers; every year, 40-50% of sales associates qualify for this
  • Best-in-class training, including an intensive 2-week sales expedition for new hires and continuous support after that
  • Growth opportunities: our business is seeing double-digit growth, providing plenty of internal career development opportunities.
  • Excellent corporate benefits.
  • Collaborative, team-oriented culture that embraces diversity, equity, and inclusion, to empower each associate to be their authentic and best self.
  • Virtual first policy, giving the chance to combine working from office and home
  • The opportunity to work with Global 500 and sell at C-level and work with some of the brightest minds in the industry and help them build successful organizations of tomorrow

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