Job Title:

Business Development Executive – End User

Company Description:

Gartner, Inc. (NYSE: IT) is the world’s leading information technology research and advisory company,
with double digit stock growth and revenue exceeding 2 billion US$.

Founded in 1979, Gartner employs 13,000+ associates in 100+ offices around the world. We are proud to
have 33 consecutive quarters of double-digit growth. Gartner provides deep global insight into every
major business function. We serve 300,000+ professionals across all business functions, 11,000+ distinct
organizations in more than 110 countries. We specialize in advising C-suite executives from small
companies to global, multinational enterprises. 73% of the Global 500 companies rely on Gartner for
insight and advice.

We are recruiting for dynamic and experienced business development professionals to join our successful
and rapidly growing team.

Job Summary:

Business Development Executive’s goal is to prospect companies which are not presently purchasing
Gartner Research. The purpose is to identify key buying centers in these companies to sell Gartner
Research to expand Gartner’s net new client base.

The successful candidate will enjoy the below benefits:

• Uncapped earning potential, and additional bonuses & incentive plans throughout the year. Top earners
make up to 3 times OTE
• Outstanding Winners Circle and Eagle recognition program for those who qualify with an all-expenses
paid holiday for you and your partner
• Trusted Advisor to C-level Decision Makers
• Daily exposure to world leading analysts and research
• Industry recognized, world class structured new hire training program along with ongoing personal and
professional development
• Working in a Global company, in a creative, multicultural, dynamic and fun working environment with
buzzing strategic business discussion
• Global opportunities for career progression and culture of promotion from within. Our management team
is nurtured and promoted internally
• We offer you excellent on-boarding and mentor program for all new associates
• On-going Professional and situational training ensures your continued development within your role, as
well as your sales and relationship skills to exceed your targets

Key responsibilities:

• Leverage key best practices to drive and successfully sell new business opportunities; build and
effectively manage a list of new clients to drive business development

© 2011 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates.
 • 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
• Timely and accurate revenue forecasting
• Compliance in utilizing internal sales enablement tools and management processes.
• Utilizing account planning and time management tools to drive an increase of research revenue to an
assigned quota
• Follow determined Business Development best practices developed through collaboration with peers or
delivered by Sales Learning and Development team

Job requirements:

• Minimum 7-12 years proven consultative sales experience in end user sector to large multinational
companies
• A consistent track record of overachievement in sales targets
• Ability to build credibility quickly with new clients; relationship should be developed at the highest level
and other key stakeholders
• 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; 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
• 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
• Comprehensive understanding of technology buying centers
• Prior experience utilizing a corporate/enterprise-wide CRM tool
• Intermediate to advanced competence in Excel

Profile of Successful Applicant:

• Hugely driven individual with clear, ambitious goals, and ability to successfully track towards and achieve
these (in and/or outside of work environment)
• Ability to connect high activity rate to achievement of personal, professional and financial goals
• Ability to quickly understand our client's strategic goals and match up to Gartner's capabilities through
construction and delivery of a compelling business case
• Entrepreneur minded individual with positive mindset capable of converting adversity into opportunity

Gartner is an Equal Opportunity / Affirmative Action Employer committed to the value of workforce
diversity.

© 2011 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates.