Job Description

Channel Futures is a media and events platform serving companies in the information and communication technologies (ICT) channel industry with insights, industry analysis, peer engagement, business information and in-person events. We provide information, perspective, and connection for the entire channel ecosystem. This community includes technology and communications consultants, integrators, sellers, MSPs, agents, vendors, and providers.

Our properties include the Channel Futures MSP 501, a list of the most influential and fastest-growing providers of managed services in the technology industry; Channel Partners events, which delivers unparalleled in-person events including Channel Partners Conference & Expo, the MSP 501 Summit and Channel Partners Europe; and Allies of the Channel Council (ACC) and DEI Community Group, our initiatives to educate, support and promote diversity, equity and inclusion (DE&I) in the ICT channel industry. Channel Futures is where the world meets the channel; we are leading Channel Partners forward. More information is available at channelfutures.com.

The Digital Sales Manager will grow and expand sales through selling media products like lead gen, research, sponsorship, webinars, and more to a broad range of customers in the Channel pillar. Oversee customer relationships, determining customers’ needs—what they’re looking to achieve short-term and long-term plus ensuring Informa Tech delivers and exceeds the customer expectations.

What you will produce:

• Day-to-day account management and new business development for assigned territories leading to increased sales/revenue/profit
• Development, implementation, and success measurement of customer/client account plans/strategies
• Providing sales forecasts
• Delivering effective sales reporting and performance metrics to the business on delivery versus targets, identifying risks and opportunities
• Developing and implementing customer retention and acquisition strategies, and assessing their effectiveness
• Enhancing productivity and quality outputs
• Identifying strategies to maximize Informa Tech's potential for driving incremental sales/growth
• Conducting timely and robust renewal/rebook discussions
• Sourcing new business through personally identified leads
• Developing plans to grow and expand in current accounts
• Serving as the voice of the customer for product/event/solution development

Areas of Responsibility and Accountability:

• Account management and client relations, including contract and agreement negotiations for to maximize revenue
• Acting as the primary contact for all matters related to your accounts
• Building and maintaining strong, lasting relationships with customers
• Developing and executing strategies for customer retention and new business, with a focus on growing and expanding within new and existing customers, including upselling and cross-selling
• Achieving revenue targets by proactively responding to inbound inquiries and generating leads, leveraging market and product understanding
• Accurately presenting Informa Tech’s products, solutions, and services as solutions for market and business challenges that meet customer needs
• Reporting accurate forecasting and performance metrics to key internal and external stakeholders, highlighting revenue risks and opportunities
• Managing projects and performing project management duties throughout the customer journey, working to achieve customer goals in line with company objectives
• Coordinating with colleagues managing the same account to ensure consistent service
• Updating customer information, including interactions, transactions, account plans, and records on the Informa CRM system
• Building a social media presence through social selling
• Liaising with colleagues to keep current on new and existing products, services, and solutions
• Sharing news and insights with all internal colleagues
• Proactively self-developing, staying abreast of the changing landscape, and having a personal development plan (IDP) that utilizes the Informa Tech Sales Excellence Competencies
• Staying informed about current market conditions and competitors' products
• Attending key Informa and relevant industry competitor events
• Participating in projects across the business as needed

Qualifications

The ideal candidate possesses extensive industry knowledge and expertise in media products, solutions, and services. Coupled with sound business acumen, a basic understanding of profit & loss metrics, and the ability to grasp broader industry issues, this role requires strong numerical skills to analyze data and draw actionable insights. Experience in developing customer account plans, accurate forecasting, and managing complex stakeholder relationships is essential. The candidate should be solution-oriented, capable of driving numbers to meet targets, and working within budgetary constraints.

Proficiency in sales methodologies, negotiating complex contracts, and closing deals is vital. Effective communication skills, the ability to articulate propositions to diverse stakeholders, and executive-level interpersonal skills are required. Presentation abilities across various platforms - face-to-face, telephonic, written, and virtual - are crucial.

A robust understanding of Informa systems and technology, particularly Salesforce or a similar CRM, is expected. Familiarity with MS Office including Word, PowerPoint, and Excel is also required.

• Proven industry experience of at least 3 years within a B2B/B2C sales environment
• Demonstrable experience/track record performing individual contributor in a solutions based B2B environment
• Being a team player within a sales team beyond an individual's needs
• Has a network of customers in at least one sector and a proven track record in growing current and finding new business
• Can identify new revenue opportunities and maximize the opportunity
• Basic knowledge of the Channel marketplace and the business models within it

The pay range for this position is $61,285 - $74,200 + commission depending on experience

Additional Information

Why work at Informa

Employee experience is very important to us at Informa. On top of joining a supportive, diverse and ambitious team that welcomes all types of candidates. We are also flexible with different working patterns and prioritizes promotions internally. Our benefits include:

• Learning and development plan to assist with your career development
• 15 days PTO plus 10 national holidays, 4 days for volunteering and a day off for your birthday!
• Competitive Benefits with 401k match
• Paid parental leave
• Work with a high quality of specialist products and service
• Bright and friendly staff who are all “expert’s experts” and additional training and development for helping you achieve your career aspiration
• ESPP - become a shareholder

We know that sometimes the 'perfect candidate' doesn't exist, and that people can be put off applying for a job if they don't fit all the requirements. If you're excited about working for us and have most of the skills or experience we're looking for, please go ahead and apply. You could be just what we need! We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, Informa is proud to be an Equal Opportunity Employer. We do not discriminate on the basis of race, color, ancestry, national origin, religion, or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other protected characteristics under federal, state or local law.

Please let us know of any adjustments we need to make for you to show us your best self. We want all of our candidates to shine in the recruitment process!

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All your information will be kept confidential according to EEO guidelines.