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Sales Director, Vendor Partnerships
3 months ago
London Ontario
Info Tech Research Group Head Office
345 Ridout Street North
London, ON N6A2N8, CAN
As a Sales Leader, you will lead the team responsible for bringing on new Technology Provider Partners to Info-Tech, specifically through the sale of (1) research & advisory memberships, (2) collateral and reprints of analyst research and SoftwareReviews content, and (3) booth, speaking slots, and branding opportunities at Info-Tech Live, Mclean Signature, and other events. You will play a pivotal role in shaping, setting, and executing the sales and new business acquisition strategy for the vendor services team.
Our ideal candidate has demonstrated success in both sales and people management and is looking for a high-impact opportunity on a great team with strong growth potential.
JOB POSTING DETAIL
As the Sales Leader of New Vendor Partnerships, you will lead and grow a high-performance team of 6-10 sales staff, ranging from junior to veteran levels, within our modernized and data-driven sales process. This division focuses on selling core Info-Tech services and products to technology providers across various domains and industries, including research and advisory memberships, marketing and sales enablement assets, and event sponsorship products.
In this role, you will have the opportunity to shape, improve, set, and execute the sales and service strategy of the organization in collaboration with other Sales Directors and the VP of Sales of the Vendor Partnerships Division. Our ideal candidate has a proven track record in both sales and people management and is looking for a high-impact opportunity on a dynamic team.
Main responsibilities
- Strategic Sales Planning: Develop, implement, and monitor strategic sales plans by directing sales and service activities, setting performance goals, and allocating resources to drive revenue growth and team development.
- Team Management and Development: Lead, coach, and train your team; monitor daily sales activity; participate in performance appraisals; support professional development; manage engagement and morale using company resources and incentives.
- Sales and Service Metrics: Monitor and report on sales and service metrics on a weekly/monthly basis, ensuring alignment with Info-Tech Acquire policies and best practices.
- Process Improvement: Identify and initiate process improvement discussions; communicate solutions, implement changes, and track success.
- Strategic Collaboration: Work with the VP of Sales, Division President, and fellow Sales Directors to create and execute the Info-Tech Acquire Strategy, adhering to company processes and policies.
- Corporate Image and Standards: Promote a positive corporate image of Info-Tech by maintaining high standards in all sales and service delivery activities.
- Account Management: Proactively manage accounts by conducting regular service calls with clients to ensure alignment and drive usage of Info-Tech memberships.
- Lead Generation and Outreach: Work on marketing leads and coordinate cross-channel outreach within your assigned territory to book sales presentations with prospective clients.
- Cross-Functional Collaboration: Support cross-functional communication and collaborate with our Research and Product Teams and other internal departments.
Job requirements
Required qualifications
- Bachelor’s degree in any field
- Minimum five (5) years front line sales experience, preferably gained in a highly transactional B2B sales environment with a consistent track record of hitting targets.
Preferred qualifications
- Business Acumen: Uses knowledge of the business environment and IT to engage customers.
- Self-awareness; Self-motivated with an awareness and understanding of one’s strengths and areas of development.
- Experience in an advisory, information and/or business services organization.
Info-Tech Research Group of companies is an equal opportunity employer committed to diversity and inclusion and does not discriminate on the basis of any legally protected status or characteristic including Minority/Female/Sexual Orientation/Gender Identity/Disability/Veteran and are pleased to consider all qualified applicants. To that end, upon request, ITRG will ensure, to the extent possible, that accommodation be made available to applicants throughout the recruitment and hiring process.
About the Vendor Services Division:
The Vendor Services division (also known as SoftwareReviews), specifically engages and sells services to technology providers. These services relate to 3 key product lines that drive revenue for the business.
- Vendor Advisory Memberships: Enable vendors to gain access to both Info-Tech analysts and marketing analysts to help better understand their market and buyers, build better products, and accelerate their G2M initiatives. Info-Tech is uniquely poised to support vendor members across these areas based on our years of experience supporting IT buyers in making the right technology decisions. Our members also get access to a team of G2M analysts who write research and delivery advisory services in a similar way to both ITRG and Mclean, tactical, practical research and guidance however, the research is centered around core marketing processes and projects.
- Marketing Assets & Sales Enablement Material: Enables vendors to position their products to prospects, we allow vendors to license the data that is collected through the SoftwareReviews platform and turn it into various reports, infographics, social media tiles, and other marketing-friendly assets. We also allow vendors to license analyst research or have analysts participate in thought leadership webinars and speaking sessions.
- Event Sales: The vendor floor is an essential part of both our Live and Signature events as they help cover the cost of the event, but also give our members the opportunity to speak to leading technology vendors across different technology domains. To support this function, we sell opportunities for technology providers to become exhibitors, to purchase speaking sessions at Live, and to purchase branding opportunities.
