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Company Description
About Informa Tech
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.
Job Description
This position will be the full-service salesperson, brand leader, point of contact, and business owner of a dedicated sales territory – brands include Network Computing, Information Week and ITpro. Responsibilities include selling a full suite of integrated marketing campaigns and lead generation programs, as well as providing input into the strategic direction and product development.
Role Purpose: Grow and expand sales through selling Virtual, Media, Digital, plus consulting 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 an individual contributor 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 and will need to collaborate with internal stake holders and sales counterparts to deliver revenue goals.
Areas of Responsibility and Accountability
- Full customer account management, including negotiating contracts and agreements to maximize profit (not limited to)
- Build and maintain strong, long-lasting customer and internal 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
- Providing accurate forecasting, highlighting revenue risks and opportunities
- Coordinate with colleagues working on the same account to ensure consistent service
- Keep Customer information/records up to date such as interactions, transactions, account plans and record on the Informa CRM system Salesforce.com .
- Stay Current with market conditions and competitors’ products
- Attend key Informa and industry relevant competitor events.
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 maximise 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
Qualifications
Knowledge & Skills
- Industry Knowledge and expertise of Digital, Media, Consulting, Research and Marketing products, solutions and services.
- Ability to be resourceful, self-motivated, and quick to assimilate information.
Business Acumen
- Highly developed business acumen including the ability to understand the wider issues of the industry. 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 internal and external
- 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 Excel, MSWord, PowerPoint and most importantly salesforce.com or similar CRM.
Other
- Problem solving
- Time Management
- A team player who can be flexible and is comfortable with ambiguity.
The base pay range for this position is $57,000 – $90,000 plus commissions depending on experience.
Additional Information
What we offer in return:
Employee experience is very important to us at Informa. On top of joining a supportive, diverse and ambitious team that welcomes all types of candidates. We are also flexible with different working patterns and prioritizes promotions internally. Our benefits include:
- 15 Days of PTO
- 4 volunteering days annually
- Day off for your birthday
- Benefits
- 401K contributions
- Medical insurance for self and dependents; life cover and personal accident cover for self
- Training and development
- Blended style and flexible working time
- Right tools for remote working
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.
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