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Account Executive

2 months ago

Greater Toronto Area, Canada SoftwareReviews Full time

The Associate Commercial Director and Commercial Director within the Vendor Services division are the same position but at different levels of seniority. Both roles are responsible for engaging with prospective technology providers, in an effort to bring them into the Info-Tech ecosystem, specifically through the sale of (1) 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. This position is ideal for top-performing sales professionals who excel in a high-performance, high-reward environment. With a generous base salary, uncapped commission, and perks like annual trips for top performers, this role also emphasizes maintaining a vibrant company culture in a remote work setting

JOB POSTING DETAIL

The Associate Commercial Director / Commercial Director (ACD/CD) is responsible for generating new revenue and driving sales growth by identifying, engaging, and acquiring prospective clients within an assigned territory. This role focuses on selling core Info-Tech services and products to technology providers across various domains and industries. These offerings include research and advisory memberships, marketing and sales enablement assets, and event sponsorship products.

Success in this role is accomplished by:

  • developing new business opportunities through prospecting, lead generation, cold calling, scheduling and leading sales and discovery presentations,
  • building strong relationships and nurturing key contacts of technology providers within your territory
  • aligning the company's products, services, and value proposition through meaningful discussions to senior business and marketing executives within an assigned territory, and
  • delivering against set goals and metrics, and meeting quota.

Main Responsibilities

  • Develop New Business Opportunities: Proactively identify and drive new business within your assigned territory of software and technology providers through diverse outreach methods, including email, phone, social media, and Vidyard.
  • Build and Nurture Relationships: Establish and strengthen relationships with key contacts at technology providers to foster and expand opportunities.
  • Consultative Selling: Employ a consultative approach to understand the needs of software providers and align them with Info-Tech's solutions.
  • Deliver Compelling Presentations: Create and present tailored sales presentations to vendor marketing, product, sales, and analyst relations executives, emphasizing the value of Info-Tech’s research and advisory services.
  • Customize Sales Materials: Assist in preparing customized sales presentations by tailoring PowerPoint slides to the specific needs of target audiences.
  • Encourage Participation in Market Reports: Motivate software providers to engage in upcoming market reports by collecting feedback from their customers using the SoftwareReviews platform.
  • Identify Partnership Opportunities: Seek opportunities to establish partnerships between technology providers and Info-Tech’s analysts.
  • Maintain CRM Records: Accurately record client details and account notes in the CRM system, adhering to internal reporting processes.

Success Factors

Success in this role is achieved by:

  • Developing new business opportunities through proactive prospecting, lead generation, cold calling, and leading sales and discovery presentations.
  • Building and nurturing strong relationships with key contacts at technology providers within your territory.
  • Effectively aligning Info-Tech’s products, services, and value proposition with the needs of senior business and marketing executives.
  • Meeting or exceeding set goals and metrics, including achieving sales quotas.

Job requirements

Required qualifications

  • Bachelor's degree in any field
  • 3+ years front line sales experience, preferably gained in a faced paced B2B sales environment with a consistent track record of hitting sales targets.
  • Experience selling to the executive level, experience selling to software providers or marketing leaders is an asset

Preferred qualifications

  1. Business Acumen: Uses knowledge of the business environment and IT to engage customers.​
  2. Self-awareness; Self-motivated with an awareness and understanding of one’s strengths and areas of development.​
  3. Experience in an advisory, information and/or business services organization

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.

  1. 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.
  2. 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.
  3. Event Sales: the vendor floor is an essential part of both our Live and Signature events as they help cover the cost of the vent, 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.

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.