• Drive value delivery with current Gartner clients • Identify, cultivate, qualify and close client growth opportunities • Build a pipeline of high-quality opportunities • Manage complex high-revenue sales • Own forecasting and account planning

• Drive value delivery with current Gartner clients, ensuring clients maximize the value they receive from their Gartner services • Identify, cultivate, qualify and close client growth opportunities through cross-sell and upsell • Continually build a pipeline of high-quality opportunities to deliver against your sales metrics, ensuring KPI’s are met. • Quota responsibility for your assigned territory. • Manage complex high-revenue sales across matrix and diverse business environments. • Own forecasting and account planning on a monthly/quarterly/annual basis.

• Account management with an outcome of increased customer satisfaction and an increase in retention and account growth • Quota responsibility of $800,000+ of contract value within a territory of major client accounts • Mastery and consistent execution of Gartner’s sales methodology • Account planning and territory management • Managing forecast accuracy on a monthly/quarterly/annual basis • Maintaining competitive knowledge and focus • In-depth knowledge of Gartner’s products and services

• Prospect daily through outbound calls in addition to receiving leads from SDR team • Identify and engage decision-makers (owners, agency leaders, sales managers) • Run full-cycle sales: rapport → discovery → pitch → objection handling → close • Sell subscription-based, real-time lead programs (recurring revenue) • Build a pipeline, manage follow-ups, and maintain clean notes in the CRM • Use email + phone + messaging to drive urgency and next steps • Track your activity and performance metrics and consistently hit targets • Participate in training, coaching, call reviews, and continuous improvement