Job Title: Area Manager
University: Bennington College, Harvard Business School
Office Location: Belgium
Describe your team in 25 words or less: High energy, always looking to learn, to adopt best practices, and to overachieve by connecting with their clients’ business and personal objectives.
What was your first role at Gartner? Client Director in SAO, managing global clients.
What makes Gartner a great place to work? You learn new things every day from colleagues, from the analysts and from your clients. The quality and impact of what we can deliver is world-class, which means you can make a real difference in the world of your clients, the world of your teams and their families, and the world of the global economy.
Share a fun fact about yourself: At the age of 17, I worked as a translator for the English band YES as they toured Uruguay and Argentina. By the end of the tour, I was so exhausted from the 18-hour days that I fell asleep in a hammock hanging underneath the stage during the concert at a football stadium, with 50,000 fans chanting along to their songs. Slept like a baby. Cool.
When interviewing a candidate, what are 3 things you look for? Natural and well-guided curiosity and intelligence, an authentic and incessant drive to win, and exemplary self-confidence.
Share a success story about your team: It’s a new team, the majority of the team is new to Gartner, and this year I saw how each AE on the team spent time with his peers working through
difficult deals, coaching each other, thinking through options, challenges and potential approaches. This is success in my eyes, as each of members of the team feels confident enough and engaged enough to invest time to help his peers — it was powerful to see several of them working late with one AE who was facing a tough renewal, encouraging him, being there with him.
What advice do you have for members of your team, or someone considering joining your team? For my team and anyone who would join, I want them to understand how I think about our business. Our goal is to establish long-term, sustainable relationships with our clients. We cannot accomplish this if our work is not high-impact but we cannot have high impact if we don’t understand the deep challenges the client company is facing. You as the AE need to own this understanding better than anyone else at Gartner, and you need to be the steward of value to the client, and direct the right resources for the right challenge. You need to be convinced of the impact Gartner can have, and you need to articulate the reasons why you’re convinced every single day, with every single interaction. This means you do not have time to waste, because you’re addressing critical business issues together with your client. Make sure you’re spending your time on these types of issues, consistently, every day — and success will follow for both the client and you as the AE.
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