Zach Guest

Commander
DISC Type : D

Senior Account Executive at Gartner

Cincinnati, Ohio, United States

Overview

Zach is an experienced Senior Account Executive at Gartner, specializing in the IT industry. A graduate of Clemson University with an M. B. A. , he excels in sales, relationship building, and business development. Colleagues describe him as committed, analytical, and possessing exceptional integrity.

Outside of his professional role, Zach is interested in personal development literature, having read and recommended books like "The Let Them Theory" by Mel Robbins. He has a strong connection to South Carolina, having attended both the College of Charleston and Clemson University.

In a previous business development role, he successfully managed a territory worth over $113 million, achieving 10. 5% year-over-year growth.

Personality Overview

Very Quick

Decisive

Strong-Willed

They are not always relationship oriented.  They like to move fast and expect the same from others. They prefer to be the ones controlling the conversation or defining the terms.

Topics They Care About

Executive-Level Insights
His role is centered on equipping CxOs and their teams with Gartner's research and advisory tools to help them achieve mission-critical priorities.
Responsible AI
He actively shares content related to scaling responsible AI, managing regulatory risks, and driving sustainable value from artificial intelligence in business.
CEO Priorities
He follows and shares Gartner's annual global CEO survey, focusing on the shifting agendas and challenges that technology leaders should anticipate.

Media Appearances

Zach has no verified media appearances

Work History

2-2023
Senior Account Executive at Gartner
3-2021 - 2-2023
Account Executive at Gartner
3-2019 - 3-2021
Account Executive, Key Accounts at ScanSource
12-2017 - 3-2019
Business Development Manager II -Great Lakes Region at ScanSource
12-2015 - 12-2017
Business Development Manager- Spectralink at ScanSource

Education

2014 - 2015
Master of Business Administration (M.B.A.) from Clemson University
2007 - 2011
B.S. from College of Charleston

More Information

Social Presence :

Prographics :

Exp : 16 Location : Cincinnati, Ohio, United States Job Level : N/A Designation : Senior Account Executive at Gartner
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Insights For Selling To Zach

During A Call Or A Meeting

DO's

  • Make sure that you circle back fast on any action items, it wins their trust
  • Objectively showcase the impact that your product creates
  • Hold your ground without indulging in one-upmanship

DONT's

  • Do not hesitate from asking counter questions, just avoid challenging their authority
  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person
  • Don't try too hard to forge relationships with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Zach is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Zach

  • If they are not convinced, they will say no without any hesitation.

Insights For Deal Planning

    How fast (or slow) will Zach move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Zach take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Zach

Personality Compatibility


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