What is th...

Question

What is the path for advancement at gartner in sales?

Do you need to go the full sales ladder and then apply? Are there internal committees/programs/tracks if you want to go the managerial route? If you don’t and want to remain IC, what’s the highest you can go

Current Employee · Accepted Answer

You usually need 2 years of over-performance in a role before being considered for leadership. Depending on the team and channel, there are levels of promotion within the IC role e.g. BDManager, BDExecutive, BDDirector, Sr. BD, etc or AManager, AExec, Sr. AE, Client Exec, PrincipalCE. For the larger enterprise or global channels, there are Client Directors who oversee teams of AEs.

Some teams have Team Leads under SMs and there are internal preparation programs for leadership before you making the decision to go that route. These are usually always discussed with your manager on monthly 1:1s or quarterly development discussions.

Current Employee · Answer

Remaining an IC is simple - title promotions. Gartner uses title promotions as a mechanism for pay increases and client portfolio management (adding accounts to your portfolio to justify pay/title promotion). As an IC, "maxing out" would be Global Enterprise Client Director, where you have 2-3 massive accounts. For IC, there aren't really any internal committees or anything to help people advance from Midsize, to Large Enterprise, to Global Enterprise, etc.

Climbing the management ladder is a little more nuanced but much more structured. There are leadership roundtables, tons of personal development opportunities and when your leadership sees you can execute our process at a high level (operational excellence), they'll always give you opportunities to showcase your abilities on region calls, team meetings, etc.

Current Employee · Answer

Consistent performance. No, you can move from AE to sales manager if you express that’s what you believe you’re suited to do. They generally want a decent performer to be a manager. Yes, there is manager training & mentorship. Highest IC is Global Client Director, managing 1x account & AEs globally

Current Employee · Answer

It depends what business unit you are in but if you are in our MSE Account Management segment for example you can stay in role and get promoted from Account Manager to Client Executive (4 promotions). You can also go into management or to Large Enterprise which are both healthy promotions

Current Employee · Answer

Managers are promoted from within most the time (nearly all the time). ICs with consistent performance (business) and floor leadership (mentoring other AEs, working well with lines of business) will be eligible to apply for management roles. There are good development programs for ICs interested in management roles, and good mentoring opportunities from both existing SMs and VPs. You won't lack for mentors if you are serious about developing your career.

Former Employee · Answer

If you grow your business, after about two years they’ll want you to take on a report (role is called Account Director, Team Lead). It’s functionally a coach/mentor role and you get paid on their wins. It can be lucrative. From there, your team just grows (Managing Account Director, Area VP, etc.)

Former Employee · Answer

I was promoted four times total at Gartner, once promotion in an IC role and then a few promotions to manager and then finally VP.  With a few years of success you can absolutely apply for management.  It’s just going to come down to when you’re ready and what management opportunities are available.

Current Employee · Answer

Depends. You can start as an amx (BDR), get into Mse as an ae, become senior in 2 years, then LE, then senior in 2 years, then client exec, then you can try for global accounts in 2 years. I’d say that’s the highest level.

Former Employee · Answer

Sky is the limit. Prove yourself as an IC, and you can become a manager, excel there and you can become a VP or higher. When I was there, they had some professional development, around mentoring and manager preparation but I always preferred to crush it as an IC, and not have a team responsible for my success. Good luck!

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Anonymous Q&A

What is the path for advancement at gartner in sales? Do you need to go the full sales ladder and then apply? Are there internal committees/programs/tracks if you want to go the managerial route? If you don’t and want to remain IC, what’s the highest you can go