Head of Sales

Informa Tech are a global business of more than 600 colleagues, operating in 60 markets. Our purpose is to help drive the future by inspiring the Technology community to design, build and run a better digital world. We do this by informing, educating and connecting the community through our market-leading research, media, training and event brands. Every year, we welcome 2.700+ subscribers to our research, more than 3.8 million unique visitors a month to our digital communities, 42.700+ students to our training programs and 200.000 delegates to our events.

• Key member of the Service Provider Sales Leadership team accountable for leading the Telecoms.com Sales team responsible for driving revenue and brand fulfillment.
• Articulates the value proposition of our Telecoms.com offerings to key customers and decision makers looking for Cross pollination solutions. ​
• Development of integrated go to market sales strategy and plans, ensuring they are effectively communicated and executed by the wider team.  ​
• Understands where the market is, understands and anticipates market trends and develops strategies to capitalize commercial growth.​
• Building and executing a plan for territories to retain and upsell clients, identifying needs to drive additional value, increasing total revenue per customer. Driving success through sales teams achieving and exceeding goals/KPIs.​
• Proactively identifying new prospects and new business opportunities. ​Deep understanding of the competitive external market; understanding and staying current on trends impacting clients and customers. ​
• Clear understanding of value and ROI from events, digital media and marketing services.
• Elevates Informa’s position with the client and acts as the point of escalation or, if required, conflict resolution. ​

Best practice/measuring performance/innovation & product development​

• Create best practice sales environment, driving sales efficiency and effectiveness. Utilise the Sales Excellence tools and approach. Creates excellence in ability to sell at all stages of the sales process from prospecting to close.
• Partnering with Data & Analytics within Pillar to analyse data and use data to measure and improve performance. Reporting, forecasting and performance metrics to key internal and external stakeholders, highlighting revenue risks, opportunities and changing landscapes.​
• Partners with Production Managers in identifying and participating in the development of new products, solutions and target market prospects to secure high value new business and, in delivering innovative and cost-effective solutions, recognising the need to effectively reflect landscape, client needs, market conditions, and Informa products, services and solutions​
• Foster and lead internal partnerships, ensuring collaboration is driven with a customer focus​
• Maximising usage and adherence to Informa systems (Salesforce) and processes, adopting a best practice and facilitating developments in line with internal and external requirements​
• Maximize revenue using the most cost-effective sales model.

• Proven prior experience in building and maintaining relationships and understanding customer needs.​
• 2-3 years of digital media sales experience
• Managing senior stakeholders and large complex customers​
• Demonstrable knowledge of the competitive landscape.​
• Experience of complex sales situations and demonstratable history of Sales KPI delivery​
• Experience using CRM to manage and forecast sales opportunities​
• Strong collaboration and communication skills written, verbal, presentation.​
• Evidence of working in a matrix organisation​
• Leading through change. ​
• Experienced and Skilled in sourcing innovative revenue streams adapted to current and future economic climates​

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, colour, 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, citizenship, or other protected characteristics under local law.