Senior Manager, Sales - Cybersecurity Events

Company Description

Informa TechTarget

Do you want to make an impact as part of Informa TechTarget?

At Informa TechTarget, you'll be joining a vibrant community of over 2000 colleagues across 20 locations within a fast-paced international NASDAQ-listed organization. Informa TechTarget is a division of Informa PLC, a leading international business-to-business events, digital services, and academic research company listed on the UK FTSE 100.

If you want to rub shoulders with big brands and market-leading experts, have a meaningful and impactful career, working alongside some of the most respected industry experts, you’ve come to the right place!

About Informa TechTarget informs, influences and connects the world’s technology buyers and sellers, to accelerate growth from R&D to ROI. With an unparalleled reach of over 220 highly targeted technology-specific websites and over 50 million permissioned first-party audience members, Informa TechTarget has a unique understanding of and insight into the technology market. Informa TechTarget is headquartered in Boston, MA and has offices across the globe spanning the Americas, EMEA and APAC.

As part of Informa, you will join a global community of professionals and prestigious brands. You can collaborate across teams, explore different roles, and engage in colleague activities. This environment allows you to build your knowledge, skills, experience, and career while expanding your professional network. Our organization is committed to sustainability, diversity, wellbeing, and ethical working practices.

For more information, visit informatechtarget.com and follow us on LinkedIn Informa TechTarget: Overview | LinkedIn

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 fo