Account Executive, LE/GE, GTS

📌 Core Information

🔹 Job Title: Account Executive, LE/GE, GTS

🔹 Company: Gartner

🔹 Location: Sydney, New South Wales, Australia

🔹 Job Type: On-site

🔹 Category: 💼 Account Management

🔹 Date Posted: Tue Apr 01 2025

🔹 Experience Level: 5-10 years

🔹 Remote Status: Hybrid

📌 Essential Job Details

🚀 Job Overview

Key aspects of this role include:

• Consulting with C-level executives to solve critical business challenges.
• Managing a portfolio of large enterprise Financial Services Industry accounts in Sydney.
• Responsible for client contract value retention and growth through the introduction of new products and services.
• Achieving a sales quota of $1 million+ in contract value.

ASSUMPTION: This role likely demands considerable travel within the assigned territory, due to its on-site nature and client-facing responsibilities.

📋 Key Responsibilities

✅ Consult with C-level executives in Sydney's financial services sector to identify organizational challenges, priorities, and strategic objectives.

✅ Identify organizational opportunities through analysis of current structures and business goals within banking, insurance, and financial institutions.

✅ Develop and implement effective enterprise-wide strategies that maximize the value delivered by Gartner's research and advisory services to FSI clients.

✅ Create tailored client solutions that address specific business challenges faced by Sydney's financial services organizations.

✅ Prepare and present Gartner solutions proposals to improve client strategy, methods, and operational effectiveness in the financial services sector.

✅ Manage account relationships to increase client satisfaction, retention, and account growth.

✅ Fulfill quota responsibility of $800k+ in contract value within a territory of major Sydney-based FSI accounts.

✅ Maintain accurate forecasting on a monthly/quarterly/annual basis.

ASSUMPTION: Responsibilities require frequent interaction with executive-level clients, emphasizing the need for strong interpersonal and strategic communication skills.

🎯 Required Qualifications

Education: Bachelor’s degree with strong evidence of success.

Experience: 6+ years of external experience in consultative sales, preferably in high-technology sectors.

Required Skills:

• Proficiency in account planning and territory management within the Sydney financial services market.
• Ability to prospect and manage C-level relationships within Sydney's banking, insurance, and financial institutions.
• Strong digital proficiency and presentation skills.

Preferred Skills:

• Experience in strategic client relationships in the Australian financial services sector.
• Advanced written and verbal communication skills.

ASSUMPTION: Preferred skills suggest a strong emphasis on relationship-building and communication, essential for navigating high-stakes client interactions.

💰 Compensation & Benefits

Salary Range: Not specified; expected to be competitive given industry standards and targets.

Benefits:

• World-class benefits package.
• Highly competitive compensation.
• Disproportionate rewards for top performers.

Working Hours: 40 hours per week with potential for flexibility as per hybrid work environment.

ASSUMPTION: Compensation likely includes performance-based incentives, given the sales targets and leadership level.

📌 Applicant Insights

🔍 Company Context

Industry: Market Research; highly focused on providing strategic counsel and data-driven analysis.

Company Size: 501-1,000 employees, allowing for personalized career development opportunities while being agile.

Founded: 1979; extensive history in influencing business strategies worldwide.

Company Description:

• Global leader in research and advisory services.
• Empowers organizations with insights across diverse industries.
• Guides clients through transformative business changes.

Company Specialties:

• Research & Advisory Services
• Data-Driven Insights
• Market Analysis & Strategy

Company Website: https://www.marketresearchandnews.com/

ASSUMPTION: The company's niche in market research positions its employees to be at the forefront of industry innovations and strategic decisions.

📊 Role Analysis

Career Level: Mid to senior, with opportunities to influence client strategies at executive levels.

Reporting Structure: Reports directly to regional sales leadership, with a focus on team collaboration to meet client needs.

Work Arrangement: Hybrid, balancing remote work with necessary on-site client engagements.

Growth Opportunities:

• Pathways to senior leadership roles based on performance and achievement of sales targets.
• Exposure to diverse industry challenges fostering professional development.
• Access to industry-leading resources and networking opportunities.

ASSUMPTION: Growth is directly tied to both individual performance and ability to innovate solutions for clients.

🌍 Location & Work Environment

Office Type: Corporate office with modern facilities conducive to collaborative work.

Office Location(s): Primarily in Sydney, New South Wales, with other support offices globally.

Geographic Context:

• Sydney's financial district offers access to numerous client organizations.
• Dynamic market environment presents unique opportunities and challenges.
• Strong local infrastructure supports business connectivity.

Work Schedule: Standard business hours with some flexibility for remote collaboration.

ASSUMPTION: The role requires significant in-person client engagement, necessitating proximity to client sites.

💼 Interview & Application Insights

Typical Process:

• Initial screening with HR to assess basic qualifications.
• Technical and situational interviews with hiring managers.
• Case study or role-play exercises to evaluate problem-solving skills.

Key Assessment Areas:

• Consultative sales acumen.
• Ability to manage and grow C-level relationships.
• Strategic thinking and innovative solution development.

Application Tips:

• Highlight previous successes in consultative sales roles.
• Demonstrate understanding of the financial services sector.
• Illustrate strong strategic and analytical thinking skills.

ATS Keywords: Consultative Sales, Account Planning, Territory Management, C-Level Relationships

ASSUMPTION: The process is competitive, reflecting the high standards for hiring outlined by Gartner's values and industry position.

🛠️ Tools & Technologies

• CRM Software
• Data Analysis Tools
• Presentation Software (e.g., PowerPoint)

ASSUMPTION: Familiarity with standard sales and communication technology is vital, emphasizing efficiency in client management.

👔 Cultural Fit Considerations

Company Values:

• Commitment to excellence.
• Collaboration and teamwork.
• Innovation and thought leadership.

Work Style:

• Results-driven and client-focused.
• Adaptable and resilient in a dynamic market environment.
• Proactive in seeking opportunities for growth and improvement.

Self-Assessment Questions:

• Do you thrive in client-facing roles with high targets?
• How do you adapt to rapid changes in market dynamics?
• Can you effectively leverage research to develop client solutions?

ASSUMPTION: Success in this role hinges on alignment with Gartner’s drive for innovation and quality service delivery.

⚠️ Potential Challenges

• Meeting high sales quotas in a competitive market.
• Navigating complex client organizations and stakeholders.
• Balancing on-site needs with hybrid work flexibility.
• Keeping abreast with evolving industry trends and technologies.

ASSUMPTION: These challenges reflect the demanding nature of the role, commensurate with its potential rewards and professional growth.

📈 Similar Roles Comparison

• Similar regional roles may have less emphasis on high-tech consultative sales.
• Comparable positions elsewhere might offer less client autonomy.
• Potential for greater career impact within Gartner due to its global presence and resources.

ASSUMPTION: The distinctiveness of this role lies in its combination of strategic influence and high-performance expectations typical of Gartner.

📝 Sample Projects

• Facilitating a workshop for financial industry leaders on digital transformation tactics.
• Developing a comprehensive market analysis report for a major banking client.
• Creating and delivering a strategic advisory package tailored to a client’s growth objectives.

ASSUMPTION: The ability to engage in high-impact projects is a unique opportunity offered by this role to drive significant client outcomes.

❓ Key Questions to Ask During Interview

• How does Gartner measure success in this role?
• What are the biggest challenges currently facing Gartner’s financial services clients?
• How does this role fit within Gartner’s long-term strategy?
• What support systems are in place for consultative account executives?
• How are rewards aligned with performance in the sales team?

ASSUMPTION: These questions underscore essential insights about role expectations, challenges, and rewards, aiding candidate preparation.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through the Gartner careers page.
• Ensure your resume highlights relevant experience and skills.
• Prepare for a thorough interview process with case studies and role plays.
• Contact HR for any application accommodations if needed.
• Follow up with the recruiter about your application status.

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.