Business Development Manager – Large Accounts Russia
About Gartner: Global Leading Research & Advisory Organisation
- Newly created field sales career opportunity in our Russian Organization!
- Our Russian Field Sales team grew 60% in size since 2015
- 32 consecutive quarters of double digit growth globally
- Global Revenue of $3.3b in 2018
- Over 2,200 analysts worldwide
- Supporting 71% of the Fortune 1000 and 74% of the Global 500 with key technology decisions
- 105% increase in spend by returning clients globally
- Vast estimated global market value of $61 B for further growth!
- Our global associate population has grown over 400% in the past 12 years to 13000 associates (including CEB acquisition)!
Gartner’s strong brand and unbiased advisory services give our sales associates access to senior decision makers in business and enable them to uncover and understand our clients’ needs. They become our clients’ trusted advisors by creating a truly meaningful high-impact, bespoke value proposition which addresses their needs. Our sales associates are naturally curious with strong learning agility and high activity. They are passionate about their clients’ needs and committed to excellence in everything they do. They are true team players with strong ethics and integrity and they enjoy collaborating with local colleagues as well as our
associates from around the globe. They love to share their successes with their colleagues and help each other in a truly collaborative environment!
Gartner’s elite Global Large Accounts Field Sales organization are at the heart of our double digit growth. Thanks to further strong growth forecasts, we are looking for a highly talented IT Consultative Sales professional with background in new accounts acquisition sales to join us as a Business Development Manager (BDM) Large Accounts Russia, in our office in Moscow. This is a unique role in Gartner helping our organization to grow.
As a Business Development Manager you will:
- Have ownership over a list of prospective large client organizations across Russia
- Build trust-based, value-added relationships with C-level IT and Business Executives and their teams in your prospective accounts
- Drive net new revenue growth of our Research Advisory and Executive Program services via a value-based customer-centric consultative sales approach, creating best matching value-focused proposition for our client’s needs with the help of our Delivery colleagues, as well as driving to personal target over-achievement
- Create a relevant long-term account strategy and road-map for your prospective clients in order to generate new business.
- Establish strong relationships with Research Analyst and Executive Program Advisory colleagues in Russia as well as internationally, to create the best value-added value proposition matching the prospective clients’ mission critical priorities.
Candidate Profile Success Criteria:
- Proven consultative new business sales experience in IT sales or information-services in Russia
- Passion for value-based consultative sales approach
- Track record of quota over-achievement in net new account acquisition sales
- Proficient in Account Planning and understanding of territory management
- Proven ability to understand enterprise wide issues and to structure innovative, integrated solutions that provide support to executives in global organizations in achieving their business goals
- Established C-level contacts and understanding of the issues they face
- Ability to uncover and prioritize client’s Key Initiatives
- High curiosity and ability to learn quickly; feedback-seeking
- Ability to understand value based sales and strong conceptual thinking
- Highly motivated; achievement-driven
- High integrity, ethics and strong collaborator
- Competitive; can-do attitude, views challenges as opportunities for improvement and finding
- solutions
- Strong sense of urgency/purpose
- Wants to be part of high-growth organization to grow and change with it.
- Business Fluent in Russian and English
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