Account Manager

In this role you will be expected primarily to renewal, upsell, win new business and develop allocated strategic accounts located across the Middle East region.

• Be seen by client as the face of Omdia Intelligence & Advisory
• Be the principal commercial contact between Omdia and your assigned customer/prospect base
• Maintain and develop wide ranging relationships within your assigned customer/prospect base
• Optimise and manage sales revenue and growth from a designated accounts base to ensure high levels of customer retention and revenue growth
• Penetrate and develop new business and revenue from a defined list of development accounts
• Promote the value and use of the products and services you have responsibility across all potential customers both internally and externally and identify and communicate other opportunities outside of those products
• Extend the geographic and demographic spread of your products within your assigned customer base
• Ensure that all major customers have contract terms that reflect the preferred business model for Omdia/Informa Tech Target
• Contribute fully to the objectives of your Division and achieve the personal objectives set by your manager

Key Responsibilities & Activities

• Deliver new business and grow revenues
• Win new targeted accounts
• Deliver sales across Omdia's product range, syndicated research, consulting and one-off lines
• Achieve minimum customer contact levels
• Maintain active annual commercial pipeline with ongoing 30/60/90 day close rate
• Maintain accurate administrative housekeeping activity, including Salesforce and forecasting reporting
• Regular contact with buying influences & decision makers across the customer base
• Promote the value of the solutions and information that the customer utilises and understand how it addresses their business challenges
• Initiate timely and robust contract renewal discussions
• Expand network of influence within customer base and increase usage and seats in accounts
• Promote wide use of Informa Tech Target solutions
• Ensure training is provided where needed in a timely manner
• Actively seek further users and departments that can use service
• Act as a Trusted Advisor to your account base
• Learn and build your knowledge of Informa Tech Targets' products and solutions through ongoing interaction with peers & colleagues
• Demonstrate enthusiasm to understand the industry and the key challenges and objectives of the job titles and role profiles that you will be selling to
• Use, practice and perfect key sales tools and techniques
• Be generous with your knowledge and expertise with other members of your team
• Ensure that all sales activity and customer contact is properly recorded in Salesforce.
• Maintain account plans for all accounts and report on progress as required

Skills and Competencies

• Actively embrace new sales skills to uncover client goals and challenges
• Experience in regional selling/account management
• Proven experience selling analyst services to clients in telecommunications/IT will be highly regarded, as will relationships in these important market segments
• Results-driven
• Ability to articulate complex solutions in a simple and coherent manner
• Powerful verbal and written communication
• Passionate, positive and enthusiastic
• Outgoing, confident and engaging
• Capable, and comfortable, in challenging the customer
• Ability to work alone but also as part of the EMEA Sales Team