Account Executive, Exhibitor Sales

Job summary

The Account Executive will proactively identify and drive new business opportunities within the software and technology sector through consultative selling. They are responsible for building relationships with key contacts, delivering tailored sales presentations, and managing client data within the CRM system.

Job details

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. 1. 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. 2. 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. 3. 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. #LI -BS1

What you’ll do

The Account Executive will proactively identify and drive new business opportunities within the software and technology sector through consultative selling. They are responsible for building relationships with key contacts, delivering tailored sales presentations, and managing client data within the CRM system.

Requirements

Candidates must hold a bachelor's degree and possess at least 3 years of front-line B2B sales experience with a proven track record of meeting targets. Experience selling to executive-level stakeholders or within the software and marketing industry is considered a significant asset.

Listed skills

• Time management · Preferred
• CRM Management · Preferred
• Consultative Selling · Preferred
• Communication Skills · Preferred
• Business development · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• B2B Sales
• Consultative Selling
• Business Development
• Relationship Management
• Presentation Skills
• CRM Management
• Active Listening
• Time Management
• Persistence
• Resilience
• Business Acumen
• Communication Skills
• Sales Strategy
• Lead Generation
• Market Research
• Analyst Relations
• Internal Reporting
• Self-Awareness
• Sales Prospecting
• Curiosity
• Solution-Oriented
• Thought Leadership
• Self-Motivation
• Sales Enablement
• Research
• Business To Business
• Multilingualism
• Customer Relationship Management
• Communication
• Consultative Approaches
• Creativity
• Spanish Language
• Sales
• French Language
• Selling Techniques
• German Language
• Marketing
• Innovation
• Infographics
• Web Conferencing
• Microsoft PowerPoint
• Presentations
• Sales Presentations
• Target Audience
• Tenacity
• Value Propositions
• Branding
• Prioritization

Job areas

• Sales
• Consulting
• Software
• Marketing
• Management & Leadership
• Exhibitor
• Account Executive (General)
• Commercial Sales Representatives
• Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel