Sales Account Manager - Channel Futures


Informa Group Plc.

New York, NY
Full Time
3y ago

Company Description

About Informa Tech

Informa Tech provides specialist research and consultancy, must-attend events, festivals and training, high-quality digital media, and effective marketing services, helping tech businesses and professionals who want to apply the latest technology in their roles to connect, learn more, and do more. Informa Tech operates in a number of specialist tech markets and communities, including the markets for Artificial Intelligence and the Internet of Things, Enterprise Tech, Cybersecurity, and Media & Entertainment. Our customers include the 14,000 subscribers to our research, nearly 250,000 attendees to our events each year, the four million people that read our digital content each month, and over 18,000 students to our training programs. 

About Channel Partners

For nearly 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. Channel FuturesChannel Partners Conference & Expo, MSP Summit, and Channel Evolution Europe are part of Informa Tech, a market-leading B2B information provider with depth and specialization in the Information and Communications (ICT) Technology sector.

Job Description

Grow and expand sales through selling media products like lead gen, research, sponsorship, webinars, and more to a broad range of customers in the Channel pillar. Oversee the customer relationship, determining customers’ needs—what they’re looking to achieve short-term and long-term plus ensuring Informa Tech delivers and exceeds the customer expectations.

What you will produce

  • Sales/Revenue/Profit through day-to-day account management and new business development for assigned territories
  • Develop, implement, and measure the success of a customer/Client Account plan/strategy.
  • Sales forecasts
  • Effective sales reporting, performance metrics to the business on delivery vs. targets, risks, and opportunities.
  • Customer retention and acquisition strategy, delivery and evaluation
  • Improve productivity and quality outputs
  • Identifies strategies to maximize Informa Tech to drive incremental Sales/Growth.
  • Timely and robust renewal/rebook discussions
  • New business through personally sourced leads
  • Plans to grow and expand in the current account
  • IS the voice of the Customer for product/Event/solution development

Areas of Responsibility and Accountability

  • Full SMB account management and client relations, including negotiating contracts and agreements to maximize profit (not limited to)
  • Operate as the lead point of contact for all matters specific to your accounts
  • Build and maintain strong, long-lasting customer relationships.
  • Building and executing 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 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 throughout the Customer journey, working to carry out and deliver Customer goals while meeting company goals
  • Coordinate with colleagues working on the same account to ensure consistent service
  • Keep Customer information/records up to date such as interactions,  transactions, account plans, and records 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 (IDP) utilizing 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

Knowledge & Skills

  • Industry Knowledge and expertise of Media products, solutions, and services.

Business Acumen

  • Business acumen, a basic understanding of the measures 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 forecasting
  • Engaging with complex stakeholders, building long-lasting relationships, solution selling
  • Understands and drives the numbers to achieve targets, the ability to work to budgets.

Sales Expertise

  • Knowledge of  Sales Methodologies
  • Negotiation of complex contracts
  • Closing


  • Effective Communication Skills, confidence in articulating propositions to multiple stakeholder buyers, patience plus Executive-level communication and interpersonal skills.
  • Strong presentation skills, face to face, telephone, written and virtual


  • Strong knowledge of Informa systems and technology including most importantly or similar CRM.
  • MS Office including Word, PowerPoint, and Excel


  • Proven industry experience of at least 3 years within a B2B/B2C sales environment
  • Demonstrable experience/track record performing individual contributor in a solutions-based B2B environment.  Being a team player within a sales team beyond an individual's needs.
  • Has a network of Customers in at least one sector and a proven track record in growing current and finding new business.  Can identify new revenue opportunities and maximize the opportunity.
  • Basic knowledge of the Channel marketplace and the business models within it.

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.  

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