Account Manager

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

Grow and expand sales through identifying new business opportunities and selling integrated digital media programs and event sales to a broad range of customers across Informa’s IWCE and UrgentCommuncation's brands. Oversee 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 account management and new business role responsible for driving event, digital, and marketing services sales. With a focus on consistent retention, growth, new business, product development, and expanding customer base.

• 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 upsetting and cross-selling
• Achieving revenue targets, proactively responding to inbound inquiries and self-generated leads based on 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 accurate forecasting and performance metrics to key internal and external stakeholders, highlighting revenue risks and opportunities
• Manage projects and engage in project management duties throughout the customer journey, working to carry out and deliver customer goals while meeting company goals
• 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.
• 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
• Proactively develop yourself, keep abreast of the changing landscape and have a personal development plan (IDP) utilizing the Informa Tech Sales Excellence Competencies
• Keep up to date with current market conditions and competitors' products
• Attend key Informa and industry relevant competitor events.
• Work on projects across the business as and when required

Qualifications

• Industry Knowledge and expertise of Events, Digital, Media and Marketing products, solutions, and services.

• Business acumen, basic understanding of the measures 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.

Sales Expertise

• Knowledge of Sales Methodologies and consultative selling approach
• Negotiation of complex contracts
• Closing
• Media and event sales a plus

Communication

• Effective Communication Skills, confident in articulating 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 play