Client Director, GTS

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Establish and cultivate trust-based, value-added relationships with senior technology leaders and their teams within large global accounts.

• Direct the overall strategy for accounts and territories to achieve year-over-year growth and retention.

• Create outstanding account solutions and license architectures—developing account vision and strategy while driving execution towards the desired state.

• Coordinate and lead account planning and execution alongside sales team members and cross-business unit internal partners.

• Mentor and guide the direct sales team on best practice execution.

• Gain insights into client business strategies, drivers, goals, and initiatives—translating these into opportunities for clients to enhance value and identifying new avenues for value delivery.

• Attract and retain top-tier talent in the sales team by adhering to Gartner's validated recruitment methodology, focusing on building a candidate pipeline for potential job openings.

• Promote high activity levels by coordinating prospecting strategies and overseeing prospecting execution.

• Become a trusted advisor for clients across all their primary locations.

• Manage accounts to enhance customer engagement, retention, and account growth.

• Hold quota responsibility for a specific multinational account.

• Develop and demonstrate expertise in Gartner's sales methodology and product offerings.

• Ensure consistent implementation of Gartner's established best practices.

• Provide line leadership, coaching, and development for direct report sales associates.

• Accountable for monthly, quarterly, and annual forecasting and forecast accuracy.

• Maintain and utilize competitive insights and focus.

⛳️ Requirements

• Over 15 years of experience, including more than 10 years in sales.

• Previous leadership experience is highly preferred.

• Proven success in a quota-driven consultative selling environment, ideally with experience in high technology (services or software) sales.

• Experience in establishing and nurturing new trust-based relationships with C-Level and senior-level clients and prospects in large multinational corporations.

• 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 effective communication.

• Proven ability to build trust-based client relationships—providing value-added, insightful, and strategic business advice.

• Demonstrated capability to understand enterprise-wide challenges and to design innovative, integrated solutions that support IT decision-making for global companies.

• In-depth understanding of technology buying centers and procurement processes within large global accounts.

• Extensive and relevant industry knowledge tailored to vertical markets by territory.

• Excellent presentation skills and proficiency in business applications (e.g., PowerPoint, CRM tools, Word, Excel, etc.).

• Competent in navigating the full sales process lifecycle.

• Bachelor’s degree is preferred.

• A Master’s degree is an advantage.

🏝️ Benefits

• Competitive salary, generous paid time off policy, charity match program, and more!

• Uncapped commission structure.

• World-class sales training and skill development programs.

• Annual attendance at the "Winners Circle" event in exclusive destinations for top performers.

• A collaborative, team-oriented culture that values inclusion.

• Opportunities for professional development and career growth.