Account Executive | Large Enterprise | Houston, Remote

As an Account Executive at Gartner in Houston, you will handle client management geared towards increasing retention and growth. Your main responsibilities will include strategic account planning, managing significant forecast accuracy, and maintaining knowledge of competitive products. You'll also need to consult with C-level executives to maximize the usage and value of Gartner's services, ensuring that clients receive the support they require.

To excel as an Account Executive at Gartner, a candidate should have 5-8 years of proven consultative sales experience, ideally in the high technology sector. The ideal candidate will also demonstrate strong sales acumen, executive presence, and the ability to forge exceptional relationships at the C-level within large organizations. A bachelor’s or master’s degree is preferred, alongside proficiency in sales methodologies and software tools.

The salary range for an Account Executive position at Gartner is between $101,000 and $148,000 annually. However, actual salaries can vary based on a multitude of factors including experience, educational background, and individual performance. Additionally, there are uncapped commission opportunities for sales-driven roles, enhancing the earning potential.

Account Executives at Gartner benefit from a comprehensive package that includes a competitive salary, generous paid time off, medical and dental plans, a 401K matching program, and even parental leave. Additionally, there are opportunities for professional development and engaging in a collaborative, diverse workplace culture which makes every day rewarding.

At Gartner, career growth for Account Executives is affirmed through professional development opportunities and access to various resources aimed at skill enhancement. With a focus on collaborative team efforts and numerous paths for advancement, Gardner creates an environment where driven individuals can excel, allowing you to shape your career trajectory according to your ambitions.

When managing client relationships as an Account Executive, I focus on building trust and understanding the client’s unique needs. I prioritize frequent communication and check-ins while offering tailored solutions that meet their goals. Demonstrating genuine care for their success and providing continuous value are key components of my approach.

To prepare a sales forecast for my territory, I analyze historical sales data, current market trends, and the status of ongoing opportunities. I categorize leads based on their likelihood of conversion and regularly review forecast accuracy against actual sales to adjust the approach. This data-driven strategy helps in setting realistic targets.

I am familiar with several sales methodologies, including solution selling and consultative selling. I find that adapting these methodologies according to the client's industry and needs leads to more effective results. Continuous learning and adjusting my approach based on feedback is also a significant part of my process.

In difficult client situations, my first step is to listen carefully to the client’s concerns without interruption. I acknowledge their feelings and provide a clear plan for resolution. My approach is to transform the complaint into an opportunity to strengthen the relationship by addressing their needs effectively and promptly.

In a recent negotiation, I worked with a client seeking significant discounts. By understanding their budget constraints, I proposed a bundled service package offering added value while securing a long-term contract. This win-win situation fostered an ongoing relationship and led to further referrals.

I utilize CRM tools, such as Salesforce or HubSpot, to manage my accounts efficiently. These systems allow me to track interactions, set reminders for follow-ups, and analyze customer data to personalize my approach. Additionally, I leverage communication platforms for seamless correspondence.

To stay informed about industry trends, I subscribe to leading publications relevant to the technology sector, participate in webinars, and engage with professional networks. Networking with peers at conferences also helps me stay ahead of developments and implement insights into my strategies.

My primary motivation as a sales executive comes from seeing the positive impact my solutions have on clients' businesses. Overcoming challenges and achieving goals fuel my passion. The opportunities for personal and professional growth available through my performance are also incredibly motivating.

I identify upsell opportunities by maintaining regular check-ins with clients, assessing their evolving needs, and keeping an ear open for new challenges they face. By offering insights and solutions that align with their growth strategies, I help them see the value of additional products or services.

Essential qualities for an Account Executive include strong communication skills, resilience, strategic thinking, and empathy. A successful AE must be able to build trust quickly while being flexible to adapt to any changes that arise in client needs or market conditions.