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