Client Director, GTS

Client Director

The Client Director is responsible for setting, directing, and executing the strategy for global clients or major regional accounts that are of substantial strategic and revenue generating importance. The Client Director will carry a sales quota and focus on client value delivery, client retention, and new business.

Gain access to and develop trust based, value added relationships with senior most technology leaders and their teams in large global accounts. Develop deep understanding of client business strategy, drivers, goals and initiatives - translating these into opportunities for the client to maximize value received and identifying new value delivery opportunities. Become a trusted advisor for the client across all their primary locations. Lead overall account and territory strategy to drive YoY growth and retention. Develop exemplary account solutions and license architectures - building account vision and strategy, and driving execution towards intended state. Orchestrate and marshal account planning and execution with cross-BU internal partners. Drive high activity by coordinating prospecting strategies and driving prospecting execution. Account management with the outcome of increased customer engagement and an increase in retention and account growth. Quota responsibility aligned to a specific multinational account. Build and demonstrate mastery of Gartner sales methodology and products. Drive consistent execution of Gartner's proven best practices. Responsible for forecasting and forecast accuracy on a monthly / quarterly / annual basis. Maintain and leverage competitive knowledge & focus.

15+ years of experience with +10 years of sales experience. Track record of success in a quota-bearing consultative selling environment, preferably experience in high technology (services or software) sales. Proven experience owning and developing new trust-based relationships with C-Level and senior level clients and prospects in large multi-national companies - offering value added, insightful and strategic insight into their business. Proficient in global account planning, territory management, and developing solution / license architectures. Strong demonstration of intellect, drive, influencing skills, executive presence, relationship building, sales acumen, collaboration, and compelling communications. Proven ability to understand enterprise-wide issues and to structure innovative, integrated solutions that provide IT decision support to global companies. Comprehensive understanding of technology buying centers and procurement processes of large global accounts. Extensive and relevant industry knowledge, specific to vertical markets per territory. Strong presentation skills and business application proficiency (e.g. PowerPoint, CRM tools, Word, Excel, etc). Proficiency in navigating full lifecycle of sales process. Bachelor's or master's degree - desired.