Account Manager

Reporting to the A/NZ Sales Director, the Account Manager will be responsible for managing and selling to a portfolio of technology vendor and tech buyer accounts across Australia and New Zealand. The role requires a proven acumen for selling a wide portfolio of technology research, business consulting, marketing services and event sponsorships, to senior level functions within these accounts.
- Sales bookings achievement in line with monthly, quarterly and annual sales targets
- Business development and solution-based selling within the defined territory across IDC’s products and services
- Account Management of existing and new clients within the territory.
- Accurate forcasting and updating sales CRM database
- Develop proposals & contracts based on client requirements
- Responsible for ensuring that the customers’ needs are understood within IDC through the development of working relationships with clients and prospects
- Plan and execution of a sales strategy to develop relationships and build account plans to identify and drive new business opportunities
- Achieve goals with positive collaboration with all IDC business units comprising Research, Data & Analytics, Custom Solutions, and Events
- At least 3 - 5 years external experience with proven consultative sales, preferably in enterprise technology or research, with a proven track record of sales success.
- New business development skills and knowledge of the full life cycle of the sales process from prospecting to close.
- Ability in translating business objectives into solution frameworks and compelling proposals.
- Ability to prospect and manage senior and C-level relationships within medium to large organisations.
- Excellent written and oral/presentation skills.
- Self-Motivated and a collaborative team player
- An understanding of Market Research/Advisory services and the role it plays within vendor organisations will be an advantage.