Senior Account Manager, Channel Events

Company Description

About Informa Tech - The Division

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.  

About Channel - The Brands

About Channel Partners – Events, Media & Research

The Channel Partners portfolio of media, events, research and awards offers business strategy, research, case studies, and community engagement, all designed to help channel practitioners build world-class organizations ideally positioned to help their customers make the most of digital transformation. For over 25 years, Channel Partners has been the leader in bringing together the best of the best and enabling the channel to build relationships, showcase top solutions and stay up-to-date on the latest trends. 

Job Description

We are seeking a Sr. Account Manager, Events to sell our industry leading IT Channel events serving channel partners and technology suppliers in the information and communications industries. This individual will sell custom integrated sponsorship programs and exhibit booths to vendors and distributors who sell primarily through indirect sales channels and ecosytems in enterprise, midmarket and small business.  The Sr. Account Manager will act as a sales leader identifying, nurturing, closing and then coordinating the delivery on their clients event programs.

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 any and 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 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 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.
• 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 utilising 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

• 8-10 years sales experiences preferably selling B2B events within Technology. 
• A basic knowledge of the Channel marketplace and the business models within it.
• Demonstrable experience/track record performing as an individual contributor in a solutions-based B2B environment.  Being a team player within a sales team.
• Has a network of Customers in at least one sector and proven track record in growing  current clients and finding new business.  Can identify new revenue opportunities and maximise the opportunity.

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 forecasti