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About this Role:
We are currently seeking an Account Director for the GBS Strategic Accounts Team. In this role, the Account Director will deliver a consistent "OneGartner" approach to achieve retention and growth targets for a territory of Gartner's largest and most complex clients inclusive of leading centralized contract negotiations with our clients' Procurement/Sourcing departments. These efforts will involve successful collaboration with, and coaching of, Account Executives, Business Development Executives, and Sales Managers to drive successful achievement of GBS Global Enterprises Strategic Accounts' retention and growth goals.
Responsibilities include, but are not limited to:
Partner externally as GBS enterprise Account Director and "the voice of Gartner" - and own the relationship with the client's designated central point of contact for Gartner
Lead pricing strategy and negotiate complex pan-Gartner deals that maximize CV outcomes and ensure scope of work meets margin requirements
Negotiations may include a variety of pricing models for both retention & growth of GBS products and will require master client agreement creation
Solicit information from Client executive sponsors and project owners about key corporate priorities so that Gartner can provide comprehensive and integrated support to client's existing portfolio of services
Identify and accelerate cross-sale/growth opportunities and surface leads and partner with account team to achieve shared growth goals and objectives
Develop strong collaborative relationships with GTS Sales Executives responsible for shared accounts. Leverage account intelligence to ensure a coordinated "OneGartner" account strategy that strengthens/expands existing senior executive relationships, drives retention outcomes and accelerates net new growth deals
Assess institutional risk and establish guardrails for pricing strategy, pricing incentives, urgency drivers, terms & conditions to ensure that individual renewal and growth commercial efforts are coordinated and support a "OneGartner" client experience
Develop strong internal partnerships and heavy weighting on value delivered to frontline with deal enablement and coaching; in addition, continue to strengthen partnership with NCVI partners (Pricing, Legal, CFS, Orders Management, etc.)
What we'll Expect:
Ability to simultaneously manage high volume of accounts, external relationships and internal stakeholder expectations
Timely communication internally and externally for all accounts including:
Account intelligence for the frontline, account-level insights across the year, profile all GXL growth deals, upgrades, and any net new sales so others within an account can leverage for the purpose of prospecting and accelerating growth efforts
Insights from ongoing partnership with GTS and Supply Chain colleagues on each account to help drive renewal and accelerate net new growth deals
Participation in client calls, when a value-add, to impact retention and growth outcomes
Drive Operational Excellence - Partner with GBS GE Contracts Specialist(s) to establish standard processes for delegation and accountability of completed tasks as well as delivery of quality work product in support of internal and external commercial conversations
Collaborate with Contracts Specialists to stay on track with quarterly project planning including fee schedule creation, renewal proposals/decks, compile usage/engagement dashboards when requested by client, pricing slides for AEs, Client renewal meeting prep and follow-up, etc.
A successful candidate will possess:
12+ years of successful sales or account management experience, including deep experience in complex commercial negotiations (especially with technical buyers like procurement) and institutional risk situations
Strong history of monthly, quarterly, and annual financial goal achievement and overachievement
Demonstrated ability to sell into and transact within complex matrixed environments
Personal gravitas to earn time on executives' calendars and act as Gartner's institutional representative
Natural ability to manage by influence and garner respect across a large internal stakeholder base + a keen interest in building relationships across levels - from senior executives to individual contributors
Excellent communicator with an ability to influence and inspire others
Excels working on highly collaborative teams
Ability to thrive in a fast-moving environment, and desire to actively "test and iterate" approaches to get better, faster
Sufficient understanding of Gartner's product portfolio and organizational structure to represent products and deliver a "OneGartner" client experience by knowing how and when to leverage Gartner's staff across all GBS Practices, GTS and Supply Chain
Job Requisition ID:49571
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