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Most recent job postings at ITPro Today
via Career Center - NACCHO
schedule_type: Full-time
Company Description
At Informa Tech, we believe that technology innovation is key to driving positive change in our society. We believe that digital inclusion underpins progress. And we believe that diversity in tech is central to a thriving industry...
Our aim is to inspire the global technology community to build a better world by informing, educating and connecting them through world-class research, training, events, and media.
We sit at the
Company Description
At Informa Tech, we believe that technology innovation is key to driving positive change in our society. We believe that digital inclusion underpins progress. And we believe that diversity in tech is central to a thriving industry...
Our aim is to inspire the global technology community to build a better world by informing, educating and connecting them through world-class research, training, events, and media.
We sit at the heart of the tech community with specialisms in emerging tech/AI, enterprise IT, cyber security, service providers/NextG, critical communications, media & entertainment and marketing technology.
Leveraging over 100 trusted brands, we offer an unrivalled global networking community and platform for technologists and innovators to be inspired and reach their full potential.
Join us and reach yours!
Job Description
Account Director, Sales (Brand and Demand)
This position will be the full-service salesperson, brand leader, product manager, point of contact, and business owner of the media sales and new direction for the brand ITPro Today. The responsibilities of this Account Director role include ownership of the strategic direction and product development of the main revenue for the brand.
Role Purpose: Grow and expand sales through selling Digital media, and content services to a broad range of Customers in Enterprise IT pillar. Oversees the Customer relationship, determining Customers’ needs—what they’re looking to achieve short-term and long-term plus ensuring Informa Tech delivers and exceeds the Customer expectations. This is a Senior role and the expectation for this role is not just about what you deliver, it also about how you deliver, this role is an ambassador for Informa Tech.
Areas of Responsibility and Accountability
• Full customer account management, including negotiating contracts and agreements to maximize profit (not limited to)
• Operate as the lead point of contact for all matters specific to your accounts
• Build and maintain strong, long lasting Customer relationships.
• Building and executing a retention and new business development strategy to grow and expand within new and existing Customers including upselling and cross-selling
• Achieving revenue targets, proactively responding to inbound inquiries and self-generated leads based on a deep market and product understanding
• Accurately positioning Informa Tech’s products, solutions, and services as a solution for market and business challenges that meet the customers needs
• Reporting utilizing all data sources, accurate forecasting, and performance metrics to key internal and external stakeholders, highlighting revenue risks and opportunities
• Manage projects and engage in project management duties within Customer relationships, working to carry out and deliver Customer goals while meeting company goals
• Coordinate with colleagues working on the same account to ensure consistent service
• Service multiple Customers concurrently, meeting and exceeding deadlines
• Keep Customer information/records up to date such as interactions, transactions, account plans and record on the Informa CRM system , Salesforce
• Build a social media presence through social selling
• Liaise with colleagues to keep your knowledge of new and existing products, services and solutions up to date
• Share news and insight with all internal colleagues
• Keep abreast of the changing landscape and create have a personal development plan utilizing the Informa Tech Sales Excellence Competencies.
• Stay current with market conditions and competitors' products
• Attend key Informa and industry relevant competitor events.
• Represent the brand as a champion leading from the front
• Work on projects across the business as and when required
Qualifications
• Industry Knowledge and expertise of Digital Media, Bespoke Consulting, Research and Marketing products, solutions and services.
Business Acumen
• Highly developed business acumen, understanding of the P&L plus the ability to understand the wider issues of the industry. Numeracy, review/manipulate data to draw conclusions and actionable takeaways.
• Developing and Executing Customer Account plans and accurate forecasting
• Engaging with complex stakeholders, building long lasting relationships, solution selling
• Understands and drives the numbers to achieve targets, the ability to work to budgets.
• Data Analytical Skills – the ability to review data and information, draw conclusions and actionable takeaways.
Sales Expertise
• Expertise in multiple Sales Methodologies
• Knowledge Negotiation of complex contracts
• Closing
Communication
• Effective Communication Skills, confident in articulating complex propositions to multiple stakeholder buyers, patience plus Executive-level communication and interpersonal skills.
• Strong presentation skills, face to face, telephone, written and virtual
Systems
• Strong knowledge of Informa systems and technology including most importantly salesforce.com or similar CRM.
• MS Office including Word, PowerPoint and Excel
Other
• Problem solving
• Time Management
• Global project management
• A team player who can be flexible and is comfortable with ambiguity.
What they Produce
• Sales/Revenue/Profit through day-to-day account management
• Develop, implement, and measure the success of a Customer/Client Account plans/strategy.
• Sales forecasts
• Effective sales reporting, performance metrics to the business on delivery vs. targets, risks and opportunities.
• Customer retention and acquisition strategy, delivery, and evaluation
• Improve productivity and quality outputs
• Identifies strategies to maximize Informa Tech to drive incremental Sales/Growth.
• Timely and robust renewal/rebook discussions
• New business through personally sourced leads
• Plans to grow and expand in current account
• IS the voice of the Customer for product/Event/solution development
• Weekly, monthly reports for the complete brand
Additional Information
We offer:
• Competitive Compensation Package
• Access to LinkedIn Learning and other development/training opportunities
• Health and Wellness Benefits (medical, dental, eye)
• 401K and Matching
• Employee Stock Purchase Program
• Generous PTO policy
• Work-life balance
• Additional discounts through various partnerships
• The pay range for this position is $83,250 - $127,000 + commission depending on experience.
We know that sometimes the 'perfect candidate' doesn't exist, and that people can be put off applying for a job if they don't fit all the requirements. If you're excited about working for us and have most of the skills or experience we're looking for, please go ahead and apply. You could be just what we need! We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, Informa is proud to be an Equal Opportunity Employer. We do not discriminate on the basis of race, color, ancestry, national origin, religion, or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other protected characteristics under federal, state or local law Show more details...
At Informa Tech, we believe that technology innovation is key to driving positive change in our society. We believe that digital inclusion underpins progress. And we believe that diversity in tech is central to a thriving industry...
Our aim is to inspire the global technology community to build a better world by informing, educating and connecting them through world-class research, training, events, and media.
We sit at the heart of the tech community with specialisms in emerging tech/AI, enterprise IT, cyber security, service providers/NextG, critical communications, media & entertainment and marketing technology.
Leveraging over 100 trusted brands, we offer an unrivalled global networking community and platform for technologists and innovators to be inspired and reach their full potential.
Join us and reach yours!
Job Description
Account Director, Sales (Brand and Demand)
This position will be the full-service salesperson, brand leader, product manager, point of contact, and business owner of the media sales and new direction for the brand ITPro Today. The responsibilities of this Account Director role include ownership of the strategic direction and product development of the main revenue for the brand.
Role Purpose: Grow and expand sales through selling Digital media, and content services to a broad range of Customers in Enterprise IT pillar. Oversees the Customer relationship, determining Customers’ needs—what they’re looking to achieve short-term and long-term plus ensuring Informa Tech delivers and exceeds the Customer expectations. This is a Senior role and the expectation for this role is not just about what you deliver, it also about how you deliver, this role is an ambassador for Informa Tech.
Areas of Responsibility and Accountability
• Full customer account management, including negotiating contracts and agreements to maximize profit (not limited to)
• Operate as the lead point of contact for all matters specific to your accounts
• Build and maintain strong, long lasting Customer relationships.
• Building and executing a retention and new business development strategy to grow and expand within new and existing Customers including upselling and cross-selling
• Achieving revenue targets, proactively responding to inbound inquiries and self-generated leads based on a deep market and product understanding
• Accurately positioning Informa Tech’s products, solutions, and services as a solution for market and business challenges that meet the customers needs
• Reporting utilizing all data sources, accurate forecasting, and performance metrics to key internal and external stakeholders, highlighting revenue risks and opportunities
• Manage projects and engage in project management duties within Customer relationships, working to carry out and deliver Customer goals while meeting company goals
• Coordinate with colleagues working on the same account to ensure consistent service
• Service multiple Customers concurrently, meeting and exceeding deadlines
• Keep Customer information/records up to date such as interactions, transactions, account plans and record on the Informa CRM system , Salesforce
• Build a social media presence through social selling
• Liaise with colleagues to keep your knowledge of new and existing products, services and solutions up to date
• Share news and insight with all internal colleagues
• Keep abreast of the changing landscape and create have a personal development plan utilizing the Informa Tech Sales Excellence Competencies.
• Stay current with market conditions and competitors' products
• Attend key Informa and industry relevant competitor events.
• Represent the brand as a champion leading from the front
• Work on projects across the business as and when required
Qualifications
• Industry Knowledge and expertise of Digital Media, Bespoke Consulting, Research and Marketing products, solutions and services.
Business Acumen
• Highly developed business acumen, understanding of the P&L plus the ability to understand the wider issues of the industry. Numeracy, review/manipulate data to draw conclusions and actionable takeaways.
• Developing and Executing Customer Account plans and accurate forecasting
• Engaging with complex stakeholders, building long lasting relationships, solution selling
• Understands and drives the numbers to achieve targets, the ability to work to budgets.
• Data Analytical Skills – the ability to review data and information, draw conclusions and actionable takeaways.
Sales Expertise
• Expertise in multiple Sales Methodologies
• Knowledge Negotiation of complex contracts
• Closing
Communication
• Effective Communication Skills, confident in articulating complex propositions to multiple stakeholder buyers, patience plus Executive-level communication and interpersonal skills.
• Strong presentation skills, face to face, telephone, written and virtual
Systems
• Strong knowledge of Informa systems and technology including most importantly salesforce.com or similar CRM.
• MS Office including Word, PowerPoint and Excel
Other
• Problem solving
• Time Management
• Global project management
• A team player who can be flexible and is comfortable with ambiguity.
What they Produce
• Sales/Revenue/Profit through day-to-day account management
• Develop, implement, and measure the success of a Customer/Client Account plans/strategy.
• Sales forecasts
• Effective sales reporting, performance metrics to the business on delivery vs. targets, risks and opportunities.
• Customer retention and acquisition strategy, delivery, and evaluation
• Improve productivity and quality outputs
• Identifies strategies to maximize Informa Tech to drive incremental Sales/Growth.
• Timely and robust renewal/rebook discussions
• New business through personally sourced leads
• Plans to grow and expand in current account
• IS the voice of the Customer for product/Event/solution development
• Weekly, monthly reports for the complete brand
Additional Information
We offer:
• Competitive Compensation Package
• Access to LinkedIn Learning and other development/training opportunities
• Health and Wellness Benefits (medical, dental, eye)
• 401K and Matching
• Employee Stock Purchase Program
• Generous PTO policy
• Work-life balance
• Additional discounts through various partnerships
• The pay range for this position is $83,250 - $127,000 + commission depending on experience.
We know that sometimes the 'perfect candidate' doesn't exist, and that people can be put off applying for a job if they don't fit all the requirements. If you're excited about working for us and have most of the skills or experience we're looking for, please go ahead and apply. You could be just what we need! We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, Informa is proud to be an Equal Opportunity Employer. We do not discriminate on the basis of race, color, ancestry, national origin, religion, or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other protected characteristics under federal, state or local law Show more details...
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