Senior Account Executive     

Los Angeles, CA or Seattle, WA

The Company

Our client is the premier global provider of marketintelligence, advisoryservices, and events for the information technology, telecommunications andconsumer technology markets. Our client helps IT professionals, businessexecutives, and the investment community make fact-based decisions ontechnology purchases and business strategy. Our client has more than 1,100analysts that provide global, regional, and local expertise on technology andindustry opportunities and trends in over 110 countries worldwide. For 50years, our client has provided strategic insights to help their clients achievetheir key business objectives.

The Job

Our client is seeking a sales professional with experiencedeveloping and managing a territory, cold calling, implementing solution sellingtechniques to identify clients’ and prospects needs’, aligning companyservices, creating urgency, navigating complex closing situations and managingsix-figure annual renewals. She/he must be able to earn and secure C-levelrelationships and have an understanding of the business and IT environments atFortune 1000 level organizations. This role will include a combination ofindividual work and team selling with analysts, consultants,and IDC sales leadership.

What it takes         

The selected candidate will have:

·       Ten years of demonstrated success in a quota carrying capacity

·       B.A. or B.S. degree. An MBA is a plus.

·       Experience selling consulting services and subscription based research

·       Aptitude in building a territory

·       Strong willingness to work collaboratively

·       Proven written and oral presentation skills

·       The ability to build relationships at senior levels within a company

·       The ability to set a sales strategy to develop new business as well asincremental sales with existing clients

·       Proficiency in Microsoft Word, Excel and PowerPoint is required

·       Willingness to travel 25% of the time

Why apply?

What we are about:

As the world’s leading provider of technologyintelligence, industry analysis, market data, and strategic and tacticalguidance, our client can’t afford to wait for things to happen. That’s why theyhire the industry’s sharpest and most forward thinking people. Our client isconnected to a rich web of resources, benefits, and people as a division of theworld’s leading IT media, research, and exposition company.

Our client is an Equal Opportunity Employer.Applicants and employees are considered for positions and are evaluated withoutregard to mental or physical disability, handicap, race, color, religion,gender, gender identity and expression, ancestry, national origin, age, geneticinformation, military or veteran status, sexual orientation, marital status orother categories protected by law.

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SeniorAnalyst / Analyst, Economic Value Modeling

Company Overview: Enterprise Strategy Group (ESG) is an ITanalyst, research, validation, and strategy firm that provides marketintelligence and actionable insight to the global IT community. ESG helps clientsachieve business results through a comprehensive portfolio of research andadvisory services, consulting, and custom content solutions.

Job Summary: ESG is looking for an experiencedanalyst to expand its economic value modeling services for informationtechnology vendors. Candidate will be responsible for ESG Economic ValueValidation (EVV) projects. These projects use a combination of market researchand financial modeling to help technology vendors identify, quantify, andcommunicate the true economic value of their products and services. The idealcandidate will possess 7+ years of direct and/or related experience in fieldssuch as information technology vendor marketing, product marketing, sales orconsulting; or IT industry analysis/market research. Candidate must have provenability to develop comprehensive TCO (total cost of ownership) and ROI (returnon investment) analyses and tools for enterprise technology products andservices. Microsoft Excel mastery is a must.


Oversee all aspects of ESG Economic Value Validation (EVV)projects, from project definition through completion and delivery. Keyresponsibilities include:

Work with clients to define project scope

Define the appropriate methodology and create a detailedproject plan

Conduct a discovery process to quickly learn about allrelevant capabilities and keyeconomic value propositions of the client’s product(s) / service(s)

Develop a comprehensive TCO (total cost of ownership) and ROI(return on investment) analysis and tools for the client’s product(s) /service(s)

Conduct one-on-one primary research interviews with internalclient stakeholders and customers of the client’s product(s) / service(s) inorder to guide model development and validate assumptions

Publish the results of the economic validation analysis in awritten research report

Oversee development of related content such as presentations,infographics, and videos

Present all findings to clients in face-to-face andphone-based meetings

Assist in project management including client correspondenceand relationships with ESG affiliate partners

Provide business development and marketing support for ESGEVV offerings, including:

Creating appropriate marketing strategies and collateral

Taking an active role in identifying sales opportunities andassisting ESG Client Relations staff in product positioning, project scoping,and proposal generation

Supporting all business development efforts as requested byESG’s Client Relations team

DesiredExperience & Skills:

Proven ability to develop comprehensive TCO (total cost ofownership) and ROI (return on investment) analyses and tools for enterprisetechnology products and services. Microsoft Excel mastery a must.

7+ years of direct and/or related experience in fields suchas information technology vendor marketing, product marketing, sales orconsulting; IT industry analysis / market research

Technology vendor experience strongly preferred, especiallyin enterprise technology markets such as cloud computing, cybersecurity, ITinfrastructure (compute, storage, networking, data protection, etc.),enterprise applications, and data management (databases, analytics, etc.)

Previous IT analyst/firm experience a plus, but not required

Proven industry knowledge, research and analysis skills,documented writing ability, superior project management and client relationsskills, strong presentation skills, and excellent interpersonal skills

Must have above-average intellectual curiosity and ability toquickly learn new topic areas as warranted by projects

Must be able to take initiative in all aspects of job and becomfortable working both independently and in team environments

Must be willing to work in a small, entrepreneurial company

Must be comfortable working on multiple simultaneous projectsin a project-based, deadline-driven environment

BA/BS required. Advanced degree preferred, but not necessary