ポジションについて:
クライアントディレクターは、グローバルクライアントまたは主要なエンタープライズアカウントに対して、戦略の策定・指示・実行を担うポジションです。担当いただくクライアントは、戦略的・収益面で非常に重要なラージアカウントとなります。チームの総合力でクライアントへの価値提供、顧客維持、新規ビジネスの獲得に邁進頂きます。
主な業務内容:
- 大規模グローバルアカウントの役員・執行役員やそのチームと、信頼に基づく価値ある関係を構築・発展させる
- アカウントおよびテリトリー戦略を主導し、前年比成長と顧客維持を推進する
- 卓越したアカウントソリューションを提案し、アカウントのビジョンと戦略を構築、目標達成に向けて実行する
- 営業チームメンバーや部門横断の社内パートナーと連携し、アカウント計画と実行を指揮する
- 営業チームへのベストプラクティスの共有・コーチング
- クライアントのビジネス戦略、推進要因、目標、施策を理解し、価値の最大化や新たな価値提供機会へとつなげる
- Gartnerの採用手法に基づき、優秀な人材の採用し、将来のポジションに向けた候補者パイプラインを構築する
- 見込み顧客獲得戦略の調整・実行推進
- クライアントの主要拠点全体で信頼されるアドバイザーとなる
- 顧客エンゲージメントの向上、顧客維持・アカウント成長を目的としたアカウント管理
- Gartner営業手法とサービスの習得・実践
- Gartnerのベストプラクティスの継続的な実行
- ラインリーダーシップ、コーチング、育成
- 月次・四半期・年次の予測および予測精度の向上
- 競合する知識の習得・活用
必要な経験・スキル:
- 15年以上のIT業界経験、うち10年以上の営業経験(リーダー・マネジメント経験があれば尚可)
- コンサルティブセールス環境での目標達成実績(特にIT・ハイテク分野のサービスやプロダクト営業経験が望ましい)
- 大手企業のCレベルや役員・本部長との信頼関係構築・価値ある戦略的提案の実績
- グローバルアカウントプランニング、テリトリーマネジメント、ソリューション/ライセンスアーキテクチャの開発経験
- 知性、推進力、影響力、エグゼクティブプレゼンス、関係構築力、営業力、協調性、説得力あるコミュニケーション能力
- 信頼に基づくクライアントとの関係構築実績と、価値ある戦略的インサイトの提供経験
- 企業全体の課題を理解し、グローバル企業向けIT意思決定支援の革新的・統合的ソリューションを構築する能力
- 大手グローバルアカウントの技術購買部門・調達プロセスの包括的理解
- 業界知識(テレコム・SIer・ソフトウエアベンダー・ハードウェアベンダー・セキュリティーベンダーなど)
- プレゼンテーションスキル、ビジネスアプリケーション(PowerPoint、CRMツール、Word、Excel等)の熟練
- 営業プロセス全体のナビゲーション能力
- 学士号または修士号(尚可)
- 日本語ネイティブレベル、英語は中上級レベル
Who are we?
At Gartner, Inc. (NYSE:IT), we guide the leaders who shape the world.
Our mission relies on expert analysis and bold ideas to deliver actionable, objective business and technology insights, helping enterprise leaders and their teams succeed with their mission-critical priorities.
Since our founding in 1979, we've grown to 21,000 associates globally who support ~14,000 client enterprises in ~90 countries and territories. We do important, interesting and substantive work that matters. That's why we hire associates with the intellectual curiosity, energy and drive to want to make a difference. The bar is unapologetically high. So is the impact you can have here.
What makes Gartner a great place to work?
Our vast, virtually untapped market potential offers limitless opportunities – opportunities that may not even exist right now – for you to grow professionally and flourish personally. How far you go is driven by your passion and performance.
We hire remarkable people who collaborate and win as a team. Together, our singular, unifying goal is to deliver results for our clients.
Our teams are inclusive and composed of individuals from different geographies, cultures, religions, ethnicities, races, genders, sexual orientations, abilities and generations.
We invest in great leaders who bring out the best in you and the company, enabling us to multiply our impact and results. This is why, year after year, we are recognized worldwide as a great place to work.
What do we offer?
Gartner offers world-class benefits, highly competitive compensation and disproportionate rewards for top performers.
In our hybrid work environment, we provide the flexibility and support for you to thrive — working virtually when it's productive to do so and getting together with colleagues in a vibrant community that is purposeful, engaging and inspiring.
Ready to grow your career with Gartner? Join us.
The policy of Gartner is to provide equal employment opportunities to all applicants and employees without regard to race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status and to seek to advance the principles of equal employment opportunity.
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