Senior Sales Manager, Light Reading - Austin, United States - Informa plc

Description

**Senior Sales Manager, Light Reading**

2301 W Anderson Ln, Austin, TX 78757, USA

Employees can work remotely

Full-time

**Company Description**

At Informa Tech, we believe that technology innovation is key to driving positive change in our society. We believe that digital inclusion underpins progress. And we believe that diversity in tech is central to a thriving industry.

Our aim is to inspire the global technology community to build a better world by informing, educating and connecting them through world-class research, training, events, and media.

We sit at the heart of the tech community with specialisms in emerging tech/AI, enterprise IT, cyber security, service providers/NextG, critical communications, media & entertainment and marketing technology.

Leveraging over 100 trusted brands, we offer an unrivalled global networking community and platform for technologists and innovators to be inspired and reach their full potential.

(Join us and reach yours)

**Job Description**

Full customer account management, including negotiating contracts and agreements to maximize revenue/profit (not limited to)

Researching prospective clients to determine who may benefit from partnering with Informa (ADD)

Maintaining and developing agency and client direct relationships

Manage Customer projects from inception through to delivery and evaluation with the Customer

Planning, developing and managing Customers' digital strategy based on their requirements to improve their web presence and achieve their digital marketing goals by Suggesting, creating and implementing digital projects to increase customer ROI

Operate as the lead point of contact for any and all matters specific to your accounts

Present social media strategies to clients

Report on web performance metrics and results

Analyse digital campaigns success or failure sharing the results internally and externally

Build and maintain strong, long lasting Customer relationships.

Conducting cold calls, prospecting, and qualifying account opportunities

Building and executing a retention and new business development strategy to grow and expand within new and existing Customers including upselling and cross-selling

Achieving revenue targets, proactively responding to inbound inquiries and self-generated leads based on a deep market and product understanding

Accurately positioning Informa Techs products, solutions and services as a solution for market and business challenges that meet the Customers needs

Reporting accurate forecasting and performance metrics to key internal and external stakeholders, highlighting revenue risks and opportunities

Coordinate with colleagues working on the same account to ensure consistent service

Service multiple Customers concurrently, meeting and exceeding deadlines

Keep Customer information/records up to date such as interactions, transactions, account plans and record on the Informa CRM system.

Build a social media presence through social selling

Liaise with colleagues to keep your knowledge of new and existing products, services and solutions up to date

Share news and insight with all internal colleagues

Self-starter who can work independently while also knowing when and how to successfully collaborate with peers

Proactively develop yourself, keep abreast of the changing landscape and have a personal development plan utilising the Informa Tech Sales Excellence Competencies.

keep up to date with current market conditions and competitors' products

Attend key Informa and industry relevant competitor events.

Represent the brand as a champion leading from the front

Work on projects across the business as and when required

**Qualifications**

Proven industry experience within a Sales B2B/B2C environment in media sales, marketing, agency sales, or digital/online product sales, with a history of achieving quota

Proficient in media/digital terminology and technology

Proven work experience as a Digital account manager working with traditional media and large integrated programmes

Has an established network of Customers in one or more sectors and proven track record in new business. Can identify new revenue opportunities and maximise product potential.

A working knowledge of the Telecoms marketplace and the business models within it.

Experienced in building, nurturing, and maintaining strong relationships internally and externally

**Knowledge & Skills**

Industry Knowledge and expertise of ~ Digital, Media, Bespoke Consulting, Research and Marketing products, solutions and services.

**Business Acumen**

Highly developed business acumen, understanding of the P&L plus the ability to understand the wider issues of the industry. Numeracy, review/manipulate data to draw conclusions and actionable takeaways.

Developing and Executing Customer Account plans and accurate forecasting

Engaging with complex stakeholders, building long lasting relationships, solution selling

Understands and drives the numbers to achieve targets, the ability to work to budgets.

Organizational skills and attention to detail

**Sales Expertise**

Expertise in multiple Sales Methodologies

Knowledge Negotiation of complex contracts

Proven negotiation experience and the ability to obtain agreement from multiple parties throughout the entire sale process

Closing

**Communication**

Effective Communication Skills, confident in articulating complex propositions to multiple stakeholder buyers, patience plus Executive-level communication and interpersonal skills.

Strong presentation skills, face to face, telephone, written and virtual.

**Systems**

Strong knowledge of Informa systems and technology including most importantly or similar CRM.

MS Office including Word, PowerPoint and Excel

**Other**

Problem solving

Time Management

Global project management

A team player who can be flexible and is comfortable with ambiguity.

**Additional Information**

Why work at Informa

Employee experience is very important to us at Informa. On top of joining a supportive, diverse and ambitious team that welcomes all types of candidates. We are also flexible with different working patterns and prioritizes promotions internally. Our benefits include:

Learning and development plan to assist with your career development

15 days PTO plus 9 national holidays, 4 days for volunteering and a day off for your birthday

Competitive Benefits with 401k match

Paid parental leave

Work with a high quality of specialist products and service

Bright and friendly staff who are all experts experts and additional training and development for helping you achieve your career aspiration

ESPP - become a shareholder

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, color, 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, military or veteran status, citizenship, or other protected characteristics under federal, state or local law.

See how Informa handles your personal data when you apply for a job .

**Job Location**