Account Director, Channels

Informa Group Plc. • New York, NY

7h • Hybrid

About The Position

Informa TechTarget (Nasdaq: TTGT) is a global leader in B2B technology information, influence, and connection, accelerating growth for technology buyers and sellers. With over 220 targeted websites and 50 million first-party audience members, they provide expert-led, data-driven, and digitally enabled services including trusted information, intelligence, advertising, custom content, and demand generation. Informa TechTarget is part of Informa PLC, a global leader in business-to-business events, digital services, and academic research. Omdia, now joined by Canalys, Enterprise Strategy Group, and Wards Intelligence, is a global analyst and advisory firm providing deep knowledge and actionable insights across various technology sectors, including telecommunications, enterprise IT, channels, cybersecurity, consumer technology, and industrial tech. This role is for an Account Director, Channels at Omdia, supporting the rapid growth of their research and events portfolio for the global technology ecosystem. The focus is on technology vendors, distributors, and partners, selling Omdia’s channel-focused market intelligence, consulting, and the Canalys Forums event series. This is a senior individual contributor role for someone with a deep understanding of the channel and an existing network, offering the opportunity for close collaboration with colleagues selling brand-to-demand services to partner marketing leaders.

Requirements

• Already fluent in the language of the IT channel, with a deep understanding of vendor, distributor, and partner business models.
• Established network of senior leaders across vendors, distributors, MSPs, SIs, and channel partners.
• Experience selling market intelligence, research, advisory, or insight-led solutions, or experience using analyst firm insights to drive strategy.
• Strong knowledge of the technology and channel events landscape, with experience supporting sponsorship and thought-leadership sales.
• Proven success in complex, consultative B2B sales environments.
• Commercial mindset, executive presence, and the ability to close high-value deals.
• 5+ years in B2B technology sales
• Track record of meeting or exceeding revenue targets
• A background within the channel and partner ecosystem.
• Experience with analyst firms or other advisory or agencies selling to the partner ecosystem.

Responsibilities

• Drive sales of research, consulting and events to strategic accounts across technology vendors and the channel ecosystem.
• Develop new business through consultative, insight-led selling of research, advisory, data, and events, working hand in hand with our incredible analyst team.
• Build trusted relationships with senior leaders from across the ecosystems, including vendors, channel partners and distributors.
• Drive renewals, cross-sell, and upsell across subscriptions, custom engagements, and sponsorships.
• Sell and support sponsorship opportunities for our channel events.
• Represent Omdia in executive briefings, client meetings, and industry events.
• Consistently hit and exceed revenue targets with accurate forecasting and pipeline management.

Benefits

• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active colleague groups and networks promoting a positive, supportive, and collaborative work environment
• Broader impact: take up to four days per year to volunteer, with charity match funding available too
• Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it’s time for the next step, we encourage and support internal job moves
• Time out: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• Competitive benefits, including a 401k match, health, vision and dental insurance, parental leave and an ESPP offering company shares at a minimum 15% discount
• Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more
• Recognition for great work, with global awards and kudos programs
• As an international company, the chance to collaborate with teams around the world

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed
• Number of Employees: 5,001-10,000 employees