Account Manager

Do you want to develop your career and make an impact in the fast-growth, fast-moving B2B technology space?

At Informa TechTarget, you’ll collaborate and grow alongside some of the industry’s most respected experts. You’ll work with leading brands and be exposed to the “next big things”. You’ll apply your energy and intellect to helping clients be faster to market and faster to revenue.

We’re a vibrant community of world-class practitioners – over 2000 colleagues strong – with offices in 19 locations around the world. We’re traded on Nasdaq and we’re also part of Informa Plc, a global leader in business-to-business events, digital services, and academic research in the FTSE 100.

About Informa TechTarget

Informa TechTarget (Nasdaq: TTGT) 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 more than 50 million permissioned first-party audience members, Informa TechTarget has a unique understanding of and insight into technology markets.

Underpinned by those audiences and their data, we offer expert-led, data-driven, and digitally enabled services that deliver significant impact and measurable outcomes to our clients. We provide our customers with:

• Trusted information that shapes the industry and informs investment
• Intelligence and advice that guides and influences strategy
• Advertising that grows reputation and establishes thought leadership
• Custom content that engages and prompts action
• Intent and demand generation that more precisely targets and converts

Our organization is committed to sustainability, diversity, wellbeing, and ethical working practices.

Visit informatechtarget.com and follow us on LinkedIn.

In this role you will be expected primarily to renewal, upsell, win new business and develop allocated strategic accounts located across the Middle East region@

• Be seen by client as the ‘face of Omdia Intelligence & Advisory’
• Be the principle commercial contact between Omdia and your assigned customer/prospect base
• Maintain and develop wide ranging relationships within your assigned customer /prospect base
• Optimise and manage sales revenue and growth from a designated accounts base to ensure high levels of customer retention and revenue growth
• Penetrate and develop new business and revenue from a defined list of development accounts

• To promote the value and use of the products and services you have responsibility across all potential customers both internally and externally and identify and communicate other opportunities outside of those products
• To extend the geographic and demographic spread of your products within your assigned customer base
• To ensure that all major customers have contract terms that reflect the preferred business model for Omdia/Informa Tech Target
• Contribute fully to the objectives of your Division and achieve the personal objectives set by your manager

Key Responsibilities & Activities

• Deliver new business and grow revenues
• Win new targeted accounts
• Deliver sales across Omdia’s product range, syndicated research, consulting and one-off lines
• Achieve minimum customer contact levels
• Maintain active annual commercial pipeline with on-going 30/60/90 day close rate
• Maintain accurate administrative housekeeping activity, including Salesforce and forecasting reporting
• Regular contact with buying influences & decision makers across the customer base
• Promote the value of the solutions and information that the customer utilises and understand how it addresses their business challenges
• Initiate timely and robust contract renewal discussions
• Expand network of influence within customer base Increase usage and seats in accounts
• Promote wide use of Informa Tech Target solutions
• Ensure training is provided where needed in a timely manner
• Actively seek further users and departments that can use service
• Act as a Trusted Advisor to your account base
• Learn and build your knowledge of Informa Tech Targets’s products and solutions through ongoing interaction with peers & colleagues
• Demonstrate enthusiasm to understand the industry and the key challenges and objectives of the job titles and role profiles that you will be selling to
• Use, practice and perfect key sales tools and techniques
• Be generous with your knowledge and expertise with other members of your team
• Ensure that all sales activity and customer contact is properly recorded in Salesforce. 
• Maintain account plans for all accounts and report on progress as required

Skills and Competencies

•  Actively embrace new sales skills to uncover client goals and challenges
• Experience in regional selling/account management
• Proven experience selling analyst services to clients in telecommuncations / IT will be highly regarded, as will relationships in these important market segments 
• Results-driven
• Ability to articulate complex solutions in a simple and coherent manner
• Powerful verbal and written communication
• Passionate, positive and enthusiastic
• Outgoing, confident and engaging
• Capable, and comfortable, in challenging the customer
• Ability to work alone but also as part of the EMEA Sales Team

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 colleagues have to say at LifeAt.Informa.com.

Our benefits include: 

• Freedom & flexibility: colleagues rate us highly for the trust they receive and most of us balance time in the office with time working remotely and flexibly. This would need to be predominantly home based. Colleagues only have access to the Dubai office as visitors.
• Time out: 25 days annual leave, plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• Broader impact: take up to four days per year to volunteer
• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World team day and active diversity and inclusion network.
• A comprehensive company funded private medical insurance with optical and dental coverage 
• Recognition for great work, with global awards and kudos programmes
• Strong wellbeing support through EAP assistance, mental health first aiders, and access to health apps and more 
• Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it’s time for the next step, we encourage and support internal job moves
• As an international company, the chance to collaborate with teams around the world

We’re not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application. 

At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law.

Ask us or see our website for full information. See how Informa handles your personal data when you apply for a job here.