If they ar...

Question

If they are presenting a job as an AE for Large Enterprise with a select # of accounts - that is technically an Account Manager role. Can anyone clarify this? Is it more of a "farmer" role or a "hunter" role?

Current Employee · Accepted Answer

You should get a few “whitespace” accounts to hunt. Gartner is growth orientated so your OTE is based on new business and you will be selling to people within those accounts who aren’t clients, so effectively BD.

Current Employee · Answer

Any role in LE  you’re going to be assigned a specific territory that you need to manage & grow. Gartner has a VERY  high expectation of growth within these accounts, as well as the overall management Which you will lead.  you will have a monthly quarterly & yearly quota. make sure you can do both

Current Employee · Answer

AE = account manager (farmer)
BD = new business (hunter)

Current Employee · Answer

It's a blended role. You will have 3-5 existing clients and another 5 whitespace accounts. Most AEs have 10 whitespace accounts in their name, but half of them belong to another AE or are defunct. The majority of your time goes to growing existing clients.

Current Employee · Answer

AE is a farmer role at Gartner, with responsibility for retaining clients and driving growth within your accounts. Senior level hunter roles at Gartner are BD positions, where those associates sell into pure prospect orgs - these are NOT BDX/SDR roles - they are responsible for managing the full sales process, then transitioning to an AE to manage the business. BD roles are often more senior/experienced than AE roles at Gartner, but depends a bit on business unit.

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Anonymous Q&A

If they are presenting a job as an AE for Large Enterprise with a select # of accounts - that is technically an Account Manager role. Can anyone clarify this? Is it more of a "farmer" role or a "hunter" role?