Sales
Our exceptional value proposition is the driving force behind worldwide growth at Gartner. We're No. 1 in our market, with a clear strategy to capture an untapped market opportunity estimated at $45 billion. Our sales associates thrive in a high-recognition, high-reward environment in which they build and grow strategic relationships with C-level executives around the globe.
Who We Are
Gartner provides phenomenal career opportunities for sales professionals. Associates join because they want to work for a company that offers a rich career path and a range of opportunities for successful performers. We support our planned 10% to 20% annual company growth with an industry-leading training program and a culture of achievement in which associates are responsible—and generously rewarded—for exceeding expectations.
Global Opportunities
Our expanding sales force is active in 85 countries spanning every region of the world and nearly all major cities. In addition, our cross-region training programs bring together sales associates from across the globe for dynamic professional development and the sharing of best practices.
Career Paths
Being part of a growing company means unlimited career opportunities. Our career approach for sales associates is based on three principles: (1) Having a long-term path for their development, with increasing opportunity and responsibility; (2) offering development programs all along the way; and (3) rewarding associates for their efforts and performance.
There are three elements to our career path:
1. Moving up and through our three sales channel organizations:
- Small to Midsize Business (SMB): Our SMB teams are inside-sales organizations based in Fort Myers, Florida; Egham, U.K.; Boston, Massachusetts; Sydney, Australia; Singapore; and Mumbai, India. SMB associates typically work with 15 to 20 enterprises with revenue of less than $1 billion. Positions include Account Manager, Account Executive, Senior Account Executive and Business Development Manager.
- Major Accounts (MA): MA associates work with clients based in companies with revenue exceeding $1 billion. A typical territory consists of six to 10 national, international or large public-sector organizations. Positions include Account Executive, Senior Account Executive and Inside Business Development Manager.
- Strategic Accounts Organization (SAO): Our SAO works with our largest clients who typically comprise Fortune 500 companies and the very largest public-sector organizations. SAO associates are responsible for retaining and growing these clients, in alignment with their business requirements. Positions include Senior Account Executive, Client Executive and Client Director.
2. Shift to management leadership (can take place while in any of the three channel organizations)
- We make a significant training investment in our associates upon hiring—several weeks of classroom and virtual training, plus regular ongoing classes.
- There are rotational development opportunities within Sales Operations and Sales Training.
- Leadership positions include: Area Manager, Area Vice President, Regional Vice President, Managing Vice President, Group Vice President and Senior Vice President.
- Currently our SVP (a 12-year veteran) and all our sales GVPs, MVPs and RVPs (with one exception) came up through the organization. In 2010, 91% of our Area Manager appointments were internal promotions.
- In 2010, we had a total of 170 promotions in Sales, 36% of which were promotions into management.
3. Opportunity to contribute to other business units
- A talented salesperson with multiple years of sales experience becomes a valuable commodity to our other business units. New opportunities become available to the qualified and exceptional sales performer.
Common Job Titles in Sales Include:
- Account Executive
- Senior Account Executive
- Business Development Manager
- Inside Business Development Manager
- Area Manager
- Regional Vice President
