Senior Manager, Sales - Cybersecurity Events

Company Description

We’re part of Informa, a global business with a network of trusted brands in specialist markets across more than 30 countries, and a member of the FTSE 100.

Our purpose is to connect our customers to information and people that help them know more, do more and be more. No other company in the world helps more people share professional knowledge or make business connections.

We run around 800 events each year, create digital platforms based on engaging news and information content, and operate professional development programmes for individuals and businesses.

Job Description

Summary of Role

This is a sales leadership role responsible for driving sales through an experienced team while managing an assigned territory. The role includes leading, managing, and developing a team of sales professionals and creating new products within the evolving cybersecurity space.

Territory Sales Responsibilities

• Sell exhibit space and sponsorships to new and existing prospects and customers.
• Sell assigned media products to new and existing prospects and customers.
• Strategically manage an existing territory, developing sales plans and pipelines to achieve goals.
• Manage territory and pipeline using Salesforce.com with strong organizational and planning skills.
• Grow the business by acting as a strategic partner for current customers while prospecting and cold calling.
• Leverage the brand content team to build partnerships and grow relationships.
• Create custom proposals using client and market-focused data and creative solutions.
• Develop and grow relationships with current and new accounts through calls, meetings, and industry events.
• Meet and exceed event and product budgeted sales goals.
• Coordinate with internal departments, including Content, Marketing, and Operations, using strong interpersonal skills.

People Management Responsibilities

• Develop integrated sales strategies and plans, ensuring effective communication and execution by the team.
• Recruit, hire, onboard, manage, and motivate a high-performing sales team.
• Create a best-practice sales environment, driving efficiency and effectiveness using the company’s sales framework and tools.
• Analyze data to measure and improve team and business performance.
• Build and execute plans for territories to retain and upsell clients, increasing total revenue per customer.
• Drive team success by achieving and exceeding goals/KPIs.
• Proactively identify new prospects and business opportunities.
• Stay informed on external market trends impacting clients and customers.
• Report accurate forecasting and performance metrics for personal and team results, highlighting risks and opportunities.
• Participate in developing new products, solutions, and target market prospects to secure high-value new business.
• Develop key account relationships and strategic account plans, involving internal specialists to align with business and customer needs.
• Foster and lead internal partnerships, ensuring collaboration with a customer focus.
• Develop and maintain positive working relationships across Informa.

Qualifications

What You Will Need to Succeed

• 10+ years of industry knowledge with proven experience in Event/Media/Digital sales management.
• Excellent management and coaching skills, including the ability to observe, evaluate, and provide meaningful feedback.
• Expertise in planning, developing, and executing strategic sales plans with accurate forecasting.
• Proven ability to grow key accounts and acquire new business through consultative selling across high-value event sponsorships, traditional media, and digital opportunities while handling multiple complex proposals.
• Strong analytical skills for mapping and analyzing product and client bases, competitor landscapes, and data review to draw actionable conclusions.
• Skilled in building rapport, opening doors, and understanding the business needs of senior decision-makers across companies of all sizes.
• Exceptional communication skills, both verbal and written, with expertise in creating and delivering impactful presentations.
• Ability to motivate a globally dispersed team and thrive within a matrix organization.
• Advanced knowledge of Salesforce or similar CRM systems to manage and forecast sales opportunities effectively.
• Base salary of $125K–$145K.
• Job listing expires on February 5 2025.

Additional Information

We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here’s some of what you can expect when you join us. But don’t just take our word for it – see what our co