Client Director, LE/GE at Gartner

Client Director, LE/GE (Milano, LOM, IT)

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

Responsibilities

• Gain access to and develop trust-based, value‑added relationships with senior technology leaders and their teams in large global accounts.
• Develop a deep understanding of client business strategy, drivers, goals and initiatives and translate these into opportunities to maximize value and identify new value‑delivery opportunities.
• Become a trusted advisor for the client across all primary locations.
• Lead overall account and territory strategy to drive year‑over‑year growth and retention.
• Develop exemplary account solutions and license architectures—building account vision and strategy, and driving execution toward the intended state.
• Orchestrate and marshal account planning and execution with cross‑BU internal partners.
• Drive high activity by coordinating prospecting strategies and executing prospecting.
• Account management with the outcome of increased customer engagement, retention and account growth.
• Assume 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 and annual basis.
• Maintain and leverage competitive knowledge and focus.

Qualifications

• 15+ years of experience, including more than 10 years of sales experience.
• Track record of success in a quota‑bearing consultative selling environment, preferably 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 guidance.
• 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 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).
• Proficiency in navigating the full lifecycle of the sales process.
• Bachelor’s degree desired; Master’s degree a plus.

Benefits

• Competitive salary with an uncapped commission structure.
• Generous paid time off policy.
• Charity match program.
• World‑class sales training programs and skill development programs.
• Annual “Winners Circle” event attendance at exclusive destinations for top performers.
• Collaborative, team‑oriented culture that embraces inclusion.
• Professional development and career growth opportunities.

Equal Employment Opportunity

The policy of Gartner is to provide equal employment opportunities to all applicants and employees without regard to race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status or any other legally protected status and to seek to advance the principles of equal employment opportunity.