Business Development Director Large Accounts Russia

Description

• Gartner — исследовательская и консалтинговая компания, специализирующаяся на рынках информационных технологий. Наиболее известна введением в употребление понятия ERP и регулярными исследовательскими отчётами в форматах «магический квадрант» и «цикл хайпа»

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 challenger 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 Account Executive and Delivery colleagues in Russia as well as international Gartner Sales and Delivery colleagues, connected by focus on the highest service quality to your prospective accounts until hand-over to Account Executives for client delivery is completed
• Become a mentor/coach to less experienced colleagues or new hires, with potential for future leadership

Candidate profile success criteria

• Proven consultative new accounts acquisition sales experience in IT sales or information-services in Russia
• Passion for value-based challenger sales methodology
• Track-record of quota over-achievement in net new logo IT sales in the Large Commercial Accounts space
• 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
• 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
• A VPN is required to respond to a vacancy