Account Director, Channels

Company Description

Do you want to develop your career and make an impact in the fast-growth, fast-moving B2B technology space?

At Informa TechTarget, you’ll collaborate and grow alongside some of the industry’s most respected experts. You’ll work with leading brands and be exposed to world-shaping innovations. You’ll apply your energy and intellect to helping clients be faster to market and faster to revenue.

We’re a vibrant community of world-class practitioners – over 2000 colleagues strong – with offices in 19 locations around the world. We’re traded on Nasdaq and also part of Informa PLC, a global leader in business-to-business events, digital services, and academic research in the FTSE 100.

About Informa TechTarget

Informa TechTarget (Nasdaq: TTGT) informs, influences and connects the world’s technology buyers and sellers, to accelerate growth from R&D to ROI.

With an unparalleled reach of over 220 highly targeted technology-specific websites and more than 50 million permissioned first-party audience members, Informa TechTarget has a unique understanding of and insight into technology markets.

Underpinned by those audiences and their data, we offer expert-led, data-driven, and digitally enabled services that deliver significant impact and measurable outcomes to our clients. We provide our customers with:

- Trusted information that shapes the industry and informs investment
- Intelligence and advice that guides and influences strategy
- Advertising that grows reputation and establishes thought leadership
- Custom content that engages and prompts action
- Intent and demand generation that more precisely targets and converts

Our organization is committed to sustainability, diversity, wellbeing, and ethical working practices. Visit informatechtarget.com and follow us on LinkedIn.

For more information, visit informatechtarget.com and follow us on LinkedIn

Job Description

This role can be based in either our MA, NY, or CA offices.

About the Role

Informa TechTarget is hiring an Account Director, Channels to drive growth across a strategic portfolio of leading technology partner organizations, including global systems integrators, managed service providers, resellers, distributors and consulting firms.

This is a senior individual contributor sales role combining new business development with strategic account growth. The Account Director will own a defined portfolio of high-value partner organizations, building new relationships, expanding existing ones and identifying opportunities to capture a greater share of the marketing investment flowing from technology vendors through their partner ecosystems.

A major focus of the role will be helping partner organizations maximize the impact of market development funds (MDF), co-marketing funds and other vendor-funded investments. The successful candidate will understand how funding flows between technology OEMs, ISVs and their partners, and will work across alliance, practice and marketing teams to turn those investments into programs that build brand visibility, engage buyers and generate measurable pipeline.

The Account Director will represent Informa TechTarget's broad portfolio of capabilities across content, brand, demand generation, audience activation, and analyst-led insights from Omdia. This is an opportunity to help build a differentiated Channel GTM business within one of the world's largest B2B technology information and marketing organizations.

Key Responsibilities

Territory & Account Growth

- Own and develop a strategic portfolio of leading technology partner organizations, with a primary focus on creating new revenue and expanding Informa TechTarget's presence within those accounts.
- Build pipeline through proactive prospecting, executive-level relationship development and consistent penetration of new buying centers within assigned accounts.
- Develop strategic account plans that map key stakeholders, technology vendor relationships, alliance practices, marketing priorities and potential funding sources.
- Build multi-threaded relationships across partner marketing, alliances, practices, sales and senior leadership.
- Identify opportunities to expand successful engagements across additional vendor practices, business units and solution areas within the same partner organization.
- Manage and grow existing strategic relationships that fall within the assigned territory while maintaining a strong focus on net-new revenue creation.

MDF & Partner GTM Growth

- Help customers maximize the impact of MDF, co-marketing funds and other investments received from technology OEMs, ISVs and strategic alliance partners.
- Understand how funding flows across major technology alliances and proactively identify opportunities where Informa TechTarget can help partners activate those investments.
- Work with customers to translate vendor priorities and available funding into scalable content, brand and demand generation programs.
- Help partner organizations demonstrate greater value back to their technology partners through measurable buyer engagement, campaign performance and pipeline outcomes.
- Identify repeatable opportunities across an account's portfolio of vendor relationships rather than approaching each alliance as an isolated campaign.

Consultative Solution Selling

- Lead complex, consultative sales conversations focused on customer business goals and measurable outcomes.
- Position Informa TechTarget's capabilities across content, brand, demand generation, audience activation, and Omdia research and advisory services.
- Develop integrated programs that help customers build credibility with buyers, create demand, accelerate pipeline and improve return on partner marketing investments.
- Translate complex customer needs into clear, outcome-based programs and commercial proposals.
- Navigate multiple stakeholders, funding sources and decision-makers to progress and close high-value opportunities.

Collaboration

- Partner closely with Channel GTM leadership, Omdia's Channels & Partner Ecosystems team, account teams and internal specialists to develop and execute account strategies.
- Bring the right subject-matter expertise into customer conversations while maintaining ownership of the commercial relationship and opportunity.
- Share customer and market feedback with product and solution teams to help evolve Informa TechTarget's partner and channel offerings.
- Contribute to repeatable sales plays and best practices for selling directly to technology partner organizations.

Qualifications

Skills & Experience

- 8+ years of successful B2B sales experience, ideally within technology media, marketing services, demand generation, channel marketing, partner marketing or the broader technology ecosystem.
- Strong understanding of the IT channel and the relationships between technology vendors, GSIs, MSPs, resellers, distributors, consulting firms and other partner organizations.
- Working knowledge of MDF, co-marketing funds, alliance marketing and vendor-funded go-to-market programs.
- Demonstrated success hunting within large, complex named accounts and creating new relationships and revenue opportunities.
- Proven ability to grow existing strategic accounts through expansion into new stakeholders, business units, practices or use cases.
- Strong understanding of B2B marketing services, particularly content, brand, demand generation and integrated campaign strategy.
- Experience navigating complex, consultative enterprise sales cycles involving multiple stakeholders and funding sources.
- Ability to build credibility with senior marketing, alliance, sales and business leaders.
- Strong commercial judgment, executive presence and negotiation skills, with a track record of closing meaningful revenue.
- Exceptional communication and storytelling skills, with the ability to connect individual capabilities to broader customer business outcomes.

Preferred experience includes:

- Existing relationships within major GSIs, MSPs, resellers, distributors or consulting organizations.
- Experience selling directly to large technology partner organizations.
- Experience working with or around major technology ecosystems such as Microsoft, AWS, Google Cloud, Cisco, Dell Technologies, IBM, ServiceNow, SAP or similar organizations.
- Experience selling programs funded through MDF or other vendor-sponsored marketing budgets.
- Familiarity with partner marketing, alliance marketing, channel demand generation or through-partner marketing motions.

What Success Looks Like

- Generate meaningful net-new revenue across the assigned strategic account portfolio.
- Increase Informa TechTarget's share of MDF and other vendor-funded marketing investment within targeted partner organizations.
- Establish new senior relationships and buying centers across multiple vendor practices and alliances within assigned accounts.
- Build a repeatable pipeline of larger, strategic partner marketing programs while growing long-term relationships with some of the industry's most important technology partner organizations.

Additional Information

TechTarget, Inc., doing business as Informa TechTarget, including its subsidiaries is an equal opportunity employer and complies with all applicable federal, state, and local fair employment practices laws. We strictly prohibit and do not tolerate discrimination against employees, applicants, or any other covered persons because of race, color, sex (including pregnancy), age, national origin or ancestry, ethnicity, religion, creed, sexual orientation, gender identity or expression, status as a veteran, and basis of disability or any other federal, state or local protected class. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, training, promotion, discipline, compensation, benefits, and termination of employment. If you would like to request reasonable adjustments or accommodations to assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence.

Informa TechTarget complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable federal, state or local law.

We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you’re not spending time together in one of our offices or other workplaces – like at an Informa event – you get the flexibility and support to work from home or remotely.

Our benefits include:

- 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

The salary range for this role is $120,000- $125,000 based on experience + commission.