Account Manager - Major Accounts

Informa Group Plc. • Newton, MA

2d • $90,000 - $120,000 • Hybrid

About The Position

Join Informa TechTarget's high-performing Enterprise Tech sales team, where you'll partner with Fortune 1000 technology companies to drive their marketing and demand generation strategies. As a Major Account Manager, you'll manage a portfolio of strategic accounts, leveraging our industry-leading intent data, content creations, brand and demand solutions to help clients influence and engage B2B technology buyers.

Requirements

• 3-5 years B2B sales experience in media, demand generation, and/or technology marketing solutions
• Proven success prospecting, expanding, and cross-selling within a territory
• Excellent communication, presentation, and relationship-building skills with marketing decision-makers
• Highly organized, self-motivated, and able to manage multiple campaigns and stakeholders simultaneously
• Data-driven, comfortable using CRM tools (Salesforce, Outreach, Gong) and leveraging intent and analytics platforms
• Willingness to learn, adopt AI tools, and continuously improve sales and productivity methods

Nice To Haves

• Experience selling marketing technology, intent data, or content syndication solutions
• Familiarity with B2B tech buyer journey and marketing funnel optimization
• Track record of managing accounts with $250K+ annual contract value
• Experience with ABM (Account-Based Marketing) strategies

Responsibilities

• Manage and develop relationships with existing clients in assigned territory of large, enterprise accounts
• Conduct regular client reviews and strategy sessions (alongside Customer Success Manager) to ensure satisfaction and alignment
• Identify upsell and cross-sell opportunities within current client base
• Generate net new revenue opportunities via owned outbound strategies and/or partnership with sales development counterparts
• Deliver and articulate Informa TechTarget's value proposition as it relates to prospect goals and objectives
• Build and maintain pipeline of 3-4x quota coverage
• Construct and present complex program recommendations based on client objectives to deliver value across all phases of the sales funnel
• Interact face-to-face (where possible) with senior-level sales and marketing stakeholders across target prospect accounts
• Represent Informa TechTarget at industry events and client meetings

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 a philanthropic organization
• 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: Open Vacation, plus 10 national holidays, 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: Mid Level
• Education Level: No Education Listed
• Number of Employees: 5,001-10,000 employees