Account Executive, Exhibitor Sales

Info-Tech Research Group; London; On-site; CAD 70,000 - 90,000; Full time

Job summary

Info-Tech Research Group, based in London, Ontario, is seeking an experienced salesperson to drive new business in software and technology providers. You will identify opportunities, engage executives, and present Info-Tech's research and advisory services to vendors.

The role emphasizes consultative selling, relationship building, and collaboration with product and marketing teams. A Bachelor's degree and 3+ years of B2B sales are required, with a track record of meeting targets.

Qualifications

• Bachelor's degree in any field.
• 3+ years front line sales experience in a fast-paced B2B environment with a track record of hitting targets.
• Experience selling to executives or software providers is a plus.

Responsibilities

• Develop new business opportunities within assigned territory through outreach.
• Build and nurture relationships with key contacts at technology providers.
• Apply consultative selling to align needs with Info-Tech solutions.
• Deliver tailored presentations to vendor executives.
• Prepare customized sales materials to audience needs.
• Encourage participation in Market Reports via SoftwareReviews.
• Identify partnership opportunities with Info-Tech analysts.
• Maintain CRM records accurately per internal processes.

Skills

Sales experience

Executive-level selling

B2B sales

Education

Bachelor's degree

Job description

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.

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

• 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

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.

Skills

• Intellectual agility and curiosity: Willingness to continually learn about the product and customer and use that knowledge adeptly in demonstrating and articulating ITRG's value proposition.
• Excellent communication and selling skills: Ability to communicate internally and externally with senior executives in a clear, compelling, and concise manner.
• Active listening skills: Ability to listen and respond to a customer in a manner that improves mutual understanding.
• Organizational/time management skills: Ability and discipline to effectively manage a series of diverse and complex call-booking and tracking activities with on-going re-prioritization and focus.
• Persistence and resilience: Demonstrate consistent tenacity in managing the appointment booking process and successfully overcomes setbacks and disappointments; uses creativity and innovation to address challenges and obstacles with a solutions-oriented focus.
• Business acumen: Uses knowledge of the business environment and IT to engage customers, preferred.
• Self-awareness: Self-motivated with an awareness and understanding of one’s strengths and areas of development, preferred.
• Language Skills: Bilingual proficiency in French, Spanish, German or Swiss German is preferred to support our diverse client base globally.

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.

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