What makes Gartner Events a GREAT fit for you? When you join Gartner, you'll be a part of a team that serves more than 75,000 business and technology leaders at 75 global events each year. You’ll work with curious, motivated people, have unlimited growth opportunities, and learn about the latest in technology and business. Our events team is growing in double digits and is positioned to exceed that growth in 2019 and beyond. If you enjoy challenging yourself, connecting with people and pushing the limits of your career, Gartner is the place for you. In this Sales Specialist role the associate will work closely with a team of Sponsorship Sales Account Execs to drive incremental revenue in pre-determined client accounts and/or where inventory is constrained. Major Responsibilities/ Accountabilities The Additional Value Specialist drives incremental revenue with new and existing sponsorship accounts. Quickly establishes relationships with existing clients & key stakeholders. Works jointly with Sponsorship Sales Account Executives to validate our client’s mission critical priorities in order to uncover additional revenue opportunities. Partners with AEs and GEPS to develop uplift strategies and customized value add solutions for NEW AND existing sponsors. Ensures additional value is delivered and sponsors are effectively conditioned to renew their Gartner Events investments. Shares upsell and renewal best practises with the wider AE team Impact of Role: Expected Results Quota Achievement measured in net new Total Sales Bookings (TSB) by growing revenue in assigned territory, events and/or clients Maximum revenue capture in Events with real inventory constraints to ensure budget attainment Increased attachment rate of MPPs to new deals Improved downstream retention for all sponsors with MPOs Stronger account planning and management Higher client satisfaction with MCP attainment Relationships: Internal/External Account Executives and above GEPS team C- Level Clients Education Bachelors Degree Professional Experience Minimum 4-7 years proven consultative sales experience in high technology (services, software or hardware); preference is Exhibitor Sales or Product Marketing with events. Technical/ Professional Skills & Competencies Commercial acumen to uncover issues faced by C-level heads of Sales, Marketing and Product Management Strong prospecting skills and a highly collaborative approach to problem solving and revenue attainment Ability to structure innovative, customized solutions that support global organizations in achieving their business goals Ability to package solutions for both AE, prospect and client consumption and meet tight deadlines Proven ability of identifying business buying centers Strong knowledge of sales process and sales cycles at the account level Ability to travel to events, client meetings, competitive events Job Requisition ID:30286
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