Responsibilities:

Direct Sales of Gartner Products and Services to client companies in various industries in Japan

Development of new business and client accounts for Gartner services. 

Gartner have 4 sales divisions in Japan.

1. Vendor  (hardware, software, systems integrators and telecommunications companies)

2. Finance and Public Sector Industry

3. Multi Industry (manufacturing, retail, pharmaceutical, food and beverage, entertainment and others)

4. Business Development (Hunter sales for new clients and new industries)

This position is in the Multi Industry division, so experience selling to retail, manufacturing, automotive, pharma or food and beverage will be an advantage.  This team currently has around 10 people with an average age of around 34 years old. Last year  2009, most sales staff at Gartner Japan achieved 150% of target salary. Salary commissions are uncapped are there is a huge upward earning potential. 

Consult with C-level executives to develop and implement an effective enterprise wide strategy that maximizes value

Increase revenue and retention rates for specified accounts

Build excellent client relationships offering value-added, insightful and strategic input to their business

Orchestrate resources and build virtual teams committed to and accountable for your client's success

Renew assigned existing Contract Value within the accounts, bring in additional business within the existing accounts and from new accounts

Learn all Gartner Products and keep up with general IT knowledge and industry trends

Develop on-going relationship with existing clients and making sure they are getting value from inquiry

Identify growth potential within the same accounts and cross sell to all appropriate department

Learn Value Selling, identify business and IT issues to qualify opportunities

Manage the sales cycle, the buying process, and pipelines to closing the business

Utilize resources as necessary including Analyst time properly

Follow up on identified opportunities and action item professionally

Requirements:

Aggressive direct sales spirit

Solution Sales Experience

Capable of selling ideas, rather than products

Consulting ability to explain the merits of using Gartner Products and Services

Knowledge of IT Solutions and services

Interest in Gartner's products, Services and business model

＜Account Executive職への転職者の声をご紹介します＞

男性社員S。34歳、2010年11月入社。

●自分を成長させられる環境に身を置きたかったのでガートナーを選びました。

30代に入り、自分のキャリアパスを考えた際、より自分が磨ける環境を探していました。

商談相手のほとんどが部長クラス以上のマネジメント層という現在の状況は自分にとって望んでいた環境なのでやりがいがあります。

●役割分担が明確なガートナー。顧客のことに集中できる環境です。

前職ではマーケティングから、イベント企画、運営まで営業部で担うことがほとんどでしたが、ガートナーでは役割分担が明確なので、

顧客への提案に専念できる環境が整っています。会議の目的なども明確で、前向きな発言が多いことも働いていて気持ちがいいです。

●語学は勉強しながら取り組んでいます。

前職では全く英語を使う環境ではありませんでしたが、アメリカからのレポートなどは英語で書かれていることが多いですので、勉強しながら取り組んでいます。

使うシーンがあるので、勉強しがいがあります。