• Account Director, Major Account - IDC UK

    Job Location UK-London
    ID
    2018-3712
    # of Openings
    1
  • Overview

    IDC is the premier global provider of market intelligence, advisory services, and events for the information technology, telecommunications, and consumer technology markets. IDC helps IT professionals, business executives, and the investment community make fact-based decisions on technology purchases and business strategy. More than 1000 IDC analysts provide global, regional, and local expertise on technology and industry opportunities and trends in over 110 countries worldwide. For more than 50 years, IDC has provided strategic insights to help our clients achieve their key business objectives. IDC is a subsidiary of IDG, the world's leading technology media, research, and Event Company.

     

    About the position

     

    This role is positioned within the UK Enterprise Major Account team and will report directly to the Manager of this team.  The Account Director role requires a proven acumen for selling a wide portfolio of technology research information advisory services and business consulting to senior level functions and ideally will possess the capability to sell creative end to end solutions to business and marketing functions in client organizations.

    Responsibilities

    • Managing a portfolio of established UK based regional HQ accounts: successful retention of renewals; upselling within existing client base and driving additional net new business
    • Achieve goals with positive collaboration with all IDC business units at all times comprising Research, Custom Solutions and Events
    • Meet all annual sales targets set
    • Plan and execute strategies to develop relationships with accounts and drive new business opportunities
    • Focus on growth areas in the accounts and segment assigned - including targeting, Senior Management, Market Intelligence, Strategy, Marketing and Sales functions with IDC’s portfolio of services.

     

    • Undertake regular business reviews with management & LOB to evaluate performance and client growth opportunities leveraging sales tools such as IDC Sales Roadmaps.
    • The use of Sales metrics and SalesForce to forecast and manage your account territory

    Qualifications

    • This assignment will suit a senior established, high achieving sales professional with proven experience in consultative solution selling into tech vendors - including complex, multi-layered strategic and tactical marketing solutions
    • Ambitious, internationally-minded, high potential sales professional who is seeking a challenging career opportunity with an international culture
    • Skills to uncover the matrix of customer decision and budget criteria and recognize how to approach value selling from the customer viewpoint
    • An understanding of Market Research and the role it plays within vendor organizations
    • Capability to frame integrated marketing solutions to senior level clients/prospects – including conversant with the “language” of senior marketing professionals
    • Ability in translating business objectives into solution frameworks and compelling proposals
    • Collaborative team player capable of taking the initiative and leading from the front
    • Skills in formulating compelling proposals, effective closing and ability to defend prices
    • High proficiency in spoken and written English, additional European languages useful
    • 10+ years sales experience

     WE Offer

    In addition to a competitive compensation package,  the position in a highly professional and respected firm, where initiative leading to results are rewarded. IDC is a global knowledge company with a broad range of career challenges and opportunities and you will become part of a dynamic, international trained network with a driven and collaborative culture

     

    IDC is an Equal Opportunity Employer. Applicants and employees are considered for positions and are evaluated without regard to mental or physical disability, race, color, religion, gender, gender identity and expression, ancestry, national origin, age, genetic information, military or veteran status, sexual orientation, marital status or other categories protected by law.

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