Senior Account Manager - OMDIA Research (Part of Informa Tech)

Company Description

About Informa Tech:

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 OMDIA (Part of Informa Tech):

Omdia unifies and harnesses the depth and breadth of expertise from Informa Tech’s legacy research brands: Ovum, IHS Markit Technology, Tractica and Heavy Reading. We bring you unparalleled, world-class research and consultancy to navigate the now and create the future. Our global team of over 400 analysts and consultants are ready to help you connect the dots. Located across the globe, we bring you decades of industry-leading experience and expertise with coverage in over 200 markets.

Home Page: Omdia (informa.com)

Job Description

Areas of Responsibility and Accountability:

• Develop strategies, approaches, and plans (account plans and sector plans) for future growth and effectively communicate them to future and existing clients. Foster a culture of thought leadership and innovation, considering the customer's needs over a 6-12 month period.
• Build and execute a retention and new business development strategy for a given customer segment, ensuring high levels of customer retention and revenue growth.
• Identify and engage with new prospects within this remit to gain an understanding of their specific challenges (new business from net new client prospects).
• Work closely with an assigned set of existing customers to ensure ROI and the continuation of services.
• Achieve revenue targets by proactively responding to inbound inquiries and self-generated leads based on a deep market and product understanding.
• Accurately position Omdia’s and Informa Tech’s services as solutions for market challenges.
• Report accurate forecasting and performance metrics to key internal and external stakeholders, highlighting revenue risks and opportunities.
• Work with the wider Omdia analyst and consulting teams to ensure that clients are delighted with the service they receive.
• Collaborate with Informa Tech’s dedicated TMT media and events team to promote the organization’s wider capabilities and solutions across the event and media portfolio.

What You'll Produce:

• Detailed client account plans including client organization charts and business goals by business unit.
• Omdia’s engagement plan, specifying who to target with what, in a time-sensitive manner.
• Clear account strategy to target ACV retention and growth, consulting opportunities.
• Success chart tracking commercials from 24 months prior to 24 months out.
• Accurate 90-day forecasting logged in Salesforce/Analytics.
• Deliver sales across Omdia’s product range, including syndicated research, consulting, and one-off lines.
• Conduct timely and robust contract renewal discussions, using Client Engagement Process tools within Salesforce.

Qualifications

• Proven industry experience within a consultative B2B environment.
• Demonstrable experience/track record as a top performing individual contributor in a solutions-based B2B environment. Being a team player within a sales team beyond individuals needs..
• Has an established network of clients in one or more sectors and proven track record in new business. Can identify new revenue opportunities and maximize product potential.
• A working knowledge of the TMT marketplace and the business models within it.

Commercial acumen

• Understands and drives the numbers to achieve quota. Highly developed business acumen and the ability to understand the wider issues of the industry.
• Thought leadership
• How is B2B evolving – shaping business for the future. Deep sector expertise and knowledge in relevant products and Market Pillars.

Systems

• Strong knowledge of Informa systems and technology including most importantly salesforce.com or similar CRM

Communication/negotiation skills

• Strong presentation, communication, negotiation and closing skills. Confidence in articulating often complex propositions to multi-stakeholder buyers

- Salary range is $68,000 to $90,000 plus commission.
- Job ad will expire on March 29.

Additional Information

Why work at Informa

Employee experience is very important to us at Informa. On top of joining a supportive, diverse and ambitious team that welcomes all types of candidates. We are also flexible with different working patterns and prioritizes promotions internally. Our benefits include:

• Learning and development plan to assist with your career development
• 15 days PTO plus 9 national holidays, 4 days for volunteering and a day off for your birthday!
• Competitive Benefits with 401k match 
• Paid parental leave 
• Work with a high quality of specialist products and service
• Bright and friendly staff who are all “expert’s experts” and additional training and development for helping you achieve your career aspiration
• ESPP - become a shareholder

We know that sometimes the 'perfect candidate' doesn't exist, and that people can be put off applying for a job if they don't fit all the requirements. If you're excited about working for us and have most of the skills or experience we're looking for, please go ahead and apply. You could be just what we need! We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, Informa is proud to be an Equal Opportunity Employer. We do not discriminate on the basis of race, color, ancestry, national origin, religion, or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other protected characteristics under federal, state or local law.