4 steps: 1. introductory call, 20/30 mins, explaining the process and introduce yourself, why you're choosing Gartner and your understanding on the business and on the company 2. First role play, mock call between you as an Account Executive and a C-level. You have to uncover data, ask specific questions and leverage on the information you collect to drive urgency and have the chance to book another call with the counterpart. Be sure to not to pitch Gartner and his business model, but make sure you leverage on the lack of info your counterpart has. You receive feedbacks you MUST apply in the next step. 3. Second role play, similar scenario as the previous one, be sure to apply the feedbacks you received from the recruiters. They want to see you apply what they suggest you. 4. Final panel interview. You, recruiter, sales manager and/or VP sales. Questions around your past experience, STAR questions ecc. Role play as the previous ones, be sure to apply the feedbacks. Final feedback and job offer.