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Sales Executive for Technology Solutions
3 months ago
Position Overview:
The roles of Associate Commercial Director and Commercial Director within the Vendor Services division are aligned in purpose but differ in seniority. Both positions are tasked with engaging potential technology partners to integrate them into the Info-Tech ecosystem, primarily through the sale of (1) advisory memberships, (2) marketing collateral and reprints of analyst research, and (3) opportunities for booth presence, speaking engagements, and branding at Info-Tech Live and other significant events. This role is tailored for high-achieving sales professionals who thrive in a dynamic, performance-driven environment. With a competitive base salary, unlimited commission potential, and incentives such as annual trips for top achievers, this position also prioritizes fostering a vibrant company culture in a remote work environment.
JOB POSTING DETAILS
The Associate Commercial Director / Commercial Director (ACD/CD) is accountable for generating new revenue streams and driving sales growth by identifying, engaging, and acquiring prospective clients within a designated territory. This role is centered on selling core Info-Tech services and products to technology providers across diverse sectors. These offerings encompass research and advisory memberships, marketing and sales enablement resources, and event sponsorship opportunities.
Achieving success in this role involves:
actively developing new business opportunities through prospecting, lead generation, cold outreach, and conducting sales presentations, cultivating strong relationships and nurturing key contacts within technology providers in your territory, aligning the company's offerings and value proposition through meaningful dialogues with senior business and marketing executives, and meeting established goals and performance metrics, including sales quotas.Key Responsibilities
Business Development: Proactively identify and pursue new business within your assigned territory of software and technology providers through various outreach methods, including email, phone, and video communications. Relationship Management: Establish and enhance relationships with key contacts at technology providers to foster and expand business opportunities. Consultative Sales Approach: Utilize a consultative methodology to comprehend the needs of software providers and align them with Info-Tech's solutions. Compelling Presentations: Develop and deliver tailored sales presentations to vendor marketing, product, sales, and analyst relations executives, highlighting the value of Info-Tech's research and advisory services. Customized Sales Materials: Assist in crafting customized sales presentations by tailoring content to meet the specific needs of target audiences. Market Report Participation: Encourage software providers to engage in upcoming market reports by gathering feedback from their customers using the SoftwareReviews platform. Partnership Opportunities: Identify and pursue opportunities to establish partnerships between technology providers and Info-Tech's analysts. CRM Maintenance: Accurately document client details and account notes in the CRM system, adhering to internal reporting protocols.Success Factors
Success in this role is realized by:
Developing new business opportunities through proactive prospecting, lead generation, and leading sales 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 established goals and performance metrics, including achieving sales quotas.Job Requirements
Required Qualifications
Bachelor's degree in any discipline 3+ years of frontline sales experience, preferably in a fast-paced B2B sales environment with a proven track record of meeting sales targets. Experience selling to executive-level clients, with a background in selling to software providers or marketing leaders being advantageous.Preferred Qualifications
Business Acumen: Demonstrates knowledge of the business landscape and IT to effectively engage customers. Self-awareness: Self-motivated with an understanding of personal strengths and areas for improvement. Experience in an advisory, information, or business services organization.The Vendor Services division (also known as SoftwareReviews) specifically engages and sells services to technology providers, focusing on three key product lines that drive revenue for the business.
Vendor Advisory Memberships: These memberships allow vendors to access Info-Tech analysts and marketing experts to better understand their market and customers, enhance product development, and accelerate go-to-market initiatives. Info-Tech is uniquely positioned to support vendor members based on extensive experience assisting IT buyers in making informed technology decisions. Members also gain access to a team of G2M analysts who provide research and advisory services similar to ITRG and McLean, focusing on core marketing processes and projects. Marketing Assets & Sales Enablement Materials: These resources empower vendors to effectively position their products to prospects, allowing them to license data collected through the SoftwareReviews platform and transform it into various reports, infographics, social media content, and other marketing-friendly assets. Vendors can also license analyst research or engage analysts in thought leadership webinars and speaking sessions. Event Sales: The vendor floor is a crucial component of both our Live and Signature events, helping to cover event costs while providing members the opportunity to connect with leading technology vendors across various domains. To support this function, we offer technology providers opportunities to exhibit, purchase speaking sessions at Live events, and secure branding opportunities.Info-Tech Research Group of companies is an equal opportunity employer committed to diversity and inclusion and does not discriminate based on any legally protected status or characteristic, including Minority/Female/Sexual Orientation/Gender Identity/Disability/Veteran status. We are pleased to consider all qualified applicants. To that end, upon request, ITRG will ensure, to the extent possible, that accommodations are made available to applicants throughout the recruitment and hiring process.
