University: University of Florida
Job Title: Senior Account Executive
Office Location: San Francisco, CA
Describe your job in 25 words or less: I’m responsible for aligning Gartner’s resources to my clients’ biggest challenges. I retain and grow spend by making Gartner an integral part of their success.
What is your favorite part about working for Gartner? The people, the culture and the development. Those are the reasons I came to Gartner and those are also the reasons why I stay. Gartner hires based on traits — people who are driven, competitive, smart and coachable. The people drive the culture — a culture of constant improvement. And that culture drives development-development that results from being challenged every single day. You are never bored, and you never stop growing.
What has been your proudest moment at Gartner? My proudest moment at Gartner actually came from when I was a manager. For two and a half years I led a team of AEs in the SMB channel. In my last full year, all 10 of the team members made Winner’s Circle (3 on the last day of the year). This was my proudest moment because of how everyone came together to support the last members who were still fighting to achieve that milestone. I was proud to work for a company that allowed an entire team to ‘win’ together and that instilled the amount of comradery, creativity and collaboration that I witnessed that day.
What aspect of your role do you enjoy the most? In my current role, the best parts are the conversations I get to have and the people I get to have those conversations with. Contrary to popular belief, my meetings aren’t focused on technology or the shiny new product Gartner came out with for me to sell. My meetings are focused on business strategy. I work with leaders across marketing, product, corporate strategy, direct/indirect sales and IT. I learn about the changes impacting their industry, company and business units, and then work through where Gartner can plug in to support them. The constant stream of learning (from market trends and company initiatives, to politics and psychology) is truly the best part.
What are 3 career lessons you’ve learned while at Gartner?
- Focus on being great in your role and advancement opportunities will find you
- Choose the advancement opportunity that scares you the most (this is how you will grow)
- Your personal brand matters — build it, strengthen it and leverage it
What advice would you give to recent new hires?
- All three lessons above
- Be a sponge! Learn from the best — what are their habits, what do they prioritize, what has led to their success. Learn from the mistakes — what hasn’t worked, what have been the biggest challenges, how can you avoid the pitfalls. Learn from everything and everyone. Don’t reinvent the wheel but instead build on it; use others’ perspectives and experiences to take your ideas to the next level. Gartner hires the best of the best so use them!
If you could interview one person (dead or alive) who would it be and why? Howard Schultz: So many topics — vision/strategy, work ethic, self-discipline and thoughts on how to make Starbucks even more addicting. 🙂
What is one thing unique about you that people would be surprised if they knew? People seem to be surprised that I’m half Spanish (I don’t look it but you’d think my last name would be a giveaway). People are also surprised to hear I went to college in Florida when I grew up in California (although when I explain my reasons, they are most surprised that California’s beaches are not as pretty as Florida’s).
If you could switch your job with anyone else within Gartner whose job would you want and why? Jim Cummisky: I like working on high-visibility, complex problems that matter to the business. Improving sales productivity is a big opportunity and has been one of Gartner’s main MCPs over the past couple of years. I’d like to be involved with helping solve it.
Favorite Quote: “If you do the right things, great results will always follow.” – Gene Hall