Business Development Executive, Large Enterprise, Gartner Technology Services

About the Role

Gartner's Business Development Executives are pivotal in broadening the company's footprint globally. They focus on securing new clients by developing trust-centric relationships with C-level executives, gaining insight into their essential priorities, and identifying opportunities to provide value tailored to the client's industry. The role entails managing the complete sales journey, from prospecting to finalizing deals, before handing over new clients to account managers for continued support.

Business Development Executives are driven by results, deeply committed to clients, and work collaboratively. They are responsible for territories composed of Large Enterprise prospects, which may be previously untapped organizations or clients involved in other Gartner sectors. Prospects in the End-User Large Enterprise category have annual revenues exceeding $1 billion, whereas Technology Vendor Large Enterprise prospects have over $500 million in revenue.

Key Responsibilities

• Identify and pursue new business with new Gartner clients within assigned territories, focusing on engaging Large Enterprise C-level stakeholders from initial contact through closing.
• Successfully convert prospective clients into active Gartner customers by managing negotiations and sales conversations fully until transitioning to account management.
• Combine relevant insights, guidance, and practical solutions to maximize partnership value.
• Maintain and develop a strong pipeline of quality sales opportunities to consistently meet or surpass sales targets and KPIs.
• Hold quota responsibilities aligned with the assigned territory.
• Navigate and manage intricate, high-revenue sales in multifaceted and diverse business environments.
• Conduct regular forecasting and account planning on monthly, quarterly, and annual schedules.

Requirements

• Minimum of five years of B2B sales experience, preferably in complex sales involving intangible products or services.
• Previous experience in business development or new client acquisition roles is highly valued.
• Proven capability in engaging with and influencing C-level executives during the sales process.
• Demonstrated history of consistently achieving or exceeding sales objectives.
• Strong skills in managing and forecasting complex sales pipelines.
• Willingness and ability to travel as necessary.
• Bachelor’s degree is preferred.

Career Progression

Gartner fosters career growth, supporting advancement based on passion and performance. The company encourages internal promotion, with common advancement paths including roles such as Business Development Director, Team Lead, and Sales Manager. Leaders prioritize mentoring and preparing associates for future roles within the sales and account management hierarchy.

Benefits and Perks

• Competitive salary structure with unlimited commission potential.
• Generous paid time off and charity matching programs.
• Access to elite sales training and professional development courses.
• Invitation to the annual "Winners Circle" event held in exceptional locations for top performers.
• A collaborative environment that values inclusion.
• Opportunities to grow professionally and enhance career trajectories.

About Gartner

Gartner, Inc. is a leading authority offering expert research and insights to help enterprise leaders tackle critical priorities. Established in 1979, Gartner has approximately 20,000 employees supporting over 13,000 clients globally. Known for setting standards in areas such as artificial intelligence, Gartner provides comprehensive resources to guide organizations in leveraging AI to drive transformative business outcomes.

Work Environment and Values

The company emphasizes a hybrid work culture balancing remote productivity with in-person collaboration. Inclusive and diverse teams represent multiple geographies, cultures, and backgrounds. Gartner is committed to equal employment opportunities and offers accommodations for applicants with disabilities.

Equal Opportunity and Accessibility

Gartner ensures non-discriminatory hiring practices and provides reasonable accommodations upon request for qualified individuals with disabilities or disabled veterans.