• Strong focus on selling to only net new/prospective clients and transitioning closed clients to existing AEs within 30 days of closing for continued Gartner service.
• Collaborate with internal resources and external network to prioritize and penetrate key accounts; quickly build relationships with key stakeholders to drive business.
• Primary focus net new logos / net new client accounts.
• Identify key decision makers and develop strategic relationships to drive revenue.
• Achieve and exceed quota.
• Leverage key best practices to drive and successfully sell new business opportunities; build and effectively manage a list of new individuals and new clients to drive business development.
• Timely and accurate revenue forecasting.
• Utilizing account planning and time management tools to drive an increase in research revenue to an assigned quota.
• Follow determined BD best practices developed through collaboration with peers or delivered by SLD team.
• Compliance in utilizing internal sales enablement tools and management processes.

• Bachelors’ Degree Preferred.
• Minimum 5+ years proven consultative sales experience in high technology to large multinational companies.
• Proven experience in prospecting and developing new business, by effectively building prospect lists and
strong ability to transition prospects to clients.
• Proven experience in closing enterprise-wide complex sales solutions, by structuring innovation, integrated
solutions that provide IT decision makers value and support in achieving their business goals.
• High level of clock speed and ability to comprehend and problem solve by thinking and acting quickly on your
feet.
• Strong leadership skills and ability to influence others in the organization with no direct reporting relationship.
• High level of professionalism and integrity which builds trustworthy relationships both internally with Gartner
colleagues and externally with prospective clients.
• Prior experience utilizing a corporate/enterprise-wide CRM tool.
• Intermediate to advanced competence in Excel.
• The relationship should be developed at the highest level and other key stakeholders.
• Ability to articulate a strong value proposition of Research at the executive level.
• Ability to uncover and prioritize prospective client’s KI’s to drive a shortened sales cycle.
• Demonstrates presentation/written skills at an executive level.
• Excellent communicator who is able to formulate, coordinate and implement account strategy and articulate
the positive financial impact to client organization of investing in Gartner.
• Ability to build credibility quickly with new clients.
• Comprehensive understanding of technology buying centres.