Gartner Account Manager SMB interview questions

Four-round interview process. - 1st Interview: 30min phone call to briefly discuss your background, future goals and what you know about Gartner. - 2nd Interview: 90min video-call behavioural interview. STAR questions, for instance past challenges, how I tried to overcome them, and what the outcomes were. They really try to uncover more about you, such as your drive/motivation in regards to your career but life in general. Be honest and be prepared; make sure to have examples ready. - 3rd Interview: Second behavioural interview (90min video-call), this time with another recruiter. The first half of the interview consisted of more STAR questions, and the second 45mins was a Sales Role Play. STAR questions can get quite personal, but it's to see if you're the right fit for Gartner - take the questions at face value and understand that them knowing the answers to these questions will help you in the long-run. For the Sales Role Play, the best advice I can give you is to do less 'selling', it's a discovery call, so make sure to ask lots of questions and really try to learn about the client (they'll give you a client scenario e.g. an app startup in the Banking industry). Remember, your aim in a discovery call is to learn as much about the client as possible (objectives/goals/opportunities and challenges/roadblocks), meaning they talk 80% and you talk 20% of the time, and set-up next steps, such as a second phone call in a week's time. Have some Role Play questions prepared beforehand. - 4th Interview: In-person, 3-hour interview. The first hour is with an Account Executive, where your aim is to uncover how Gartner helps its clients, who Gartner's clients are and how Account Managers work with their clients. The second hour is with 3 or 4 Gartner employees, including a recruiter, Account Executive, Sales Area Manager and VP of Sales. They ask you questions about Gartner and about the role, based on what you learned in the first hour. The third hour is a Sales Role Play (discovery call), based on a case study that was sent to you a few days beforehand. It was a difficult process, they really put you through your paces, you learn a lot along the way. You need to be attentive, listen, take feedback on-board, and learn from your mistakes quickly. I worked with a great recruiter throughout.