Account Director, Channels

This is a fully remote position, open to applicants in Indonesia.

📋 Description

• Take ownership of and cultivate a strategic portfolio of prominent technology partner organizations.

• Generate new revenue streams and enhance Informa TechTarget's visibility within designated accounts.

• Develop a sales pipeline through proactive outreach and the establishment of executive-level relationships.

• Access new buying centers within assigned accounts.

• Formulate strategic account plans that outline stakeholders, technology vendor relationships, alliance practices, marketing priorities, and funding sources.

• Establish multi-threaded relationships across partner marketing, alliances, practices, sales, and senior leadership.

• Extend successful collaborations across vendor practices, business units, and solution areas.

• Manage and expand current strategic relationships while concentrating on acquiring new revenue.

• Assist customers in optimizing MDF, co-marketing funds, and other vendor-funded initiatives.

• Convert vendor priorities and available funding into scalable content, branding, and demand generation programs.

• Aid partners in showcasing value through quantifiable buyer engagement, campaign performance, and pipeline results.

• Lead intricate, consultative sales discussions centered on business objectives and measurable outcomes.

• Present Informa TechTarget's capabilities across content, branding, demand generation, audience activation, and Omdia research and advisory services.

• Create integrated programs aimed at building credibility, generating demand, accelerating the pipeline, and enhancing returns on partner marketing investments.

• Transform customer needs into outcome-driven programs and commercial proposals.

• Navigate stakeholders, funding sources, and decision-makers to secure high-value opportunities.

• Collaborate with Channel GTM leadership, Omdia's Channels & Partner Ecosystems team, account teams, and internal specialists.

• Provide subject-matter expertise in customer discussions while managing the commercial relationship.

• Relay customer and market insights to product and solution teams.

• Contribute to repeatable sales strategies and best practices.

• Drive net-new revenue across the designated strategic account portfolio.

• Increase Informa TechTarget's share of MDF and vendor-funded marketing investments.

• Forge senior relationships and buying centers across vendor practices and alliances.

• Develop a repeatable pipeline of strategic partner marketing initiatives and foster long-term relationships.

⛳️ Requirements

• Over 8 years of successful B2B sales experience.

• Deep understanding of the IT channel and the relationships between technology vendors, GSIs, MSPs, resellers, distributors, consulting firms, and other partner organizations.

• Familiarity with MDF, co-marketing funds, alliance marketing, and vendor-funded go-to-market strategies.

• Proven track record in new business development within large, complex named accounts, establishing new relationships and revenue opportunities.

• Demonstrated ability to expand existing strategic accounts by reaching into new stakeholders, business units, practices, or use cases.

• Strong grasp of B2B marketing services, especially in content, branding, demand generation, and integrated campaign strategy.

• Experience navigating complex, consultative enterprise sales cycles involving multiple stakeholders and funding sources.

• Ability to establish credibility with senior marketing, alliance, sales, and business leaders.

• Strong commercial acumen, executive presence, and negotiation skills, with a history of closing significant revenue deals.

• Excellent communication and storytelling abilities, capable of linking individual capabilities to broader customer business results.

• Preferred: existing relationships with major GSIs, MSPs, resellers, distributors, or consulting organizations.

• Preferred: experience selling directly to large technology partner organizations.

• Preferred: experience with major technology ecosystems such as Microsoft, AWS, Google Cloud, Cisco, Dell Technologies, IBM, ServiceNow, SAP, or similar companies.

• Preferred: experience selling programs supported through MDF or other vendor-sponsored marketing budgets.

• Preferred: familiarity with partner marketing, alliance marketing, channel demand generation, or through-partner marketing strategies.

🏝️ Benefits

• In-person and online social events.

• Up to four days annually for volunteering with a philanthropic organization.

• Customized training and learning opportunities.

• Mentoring platforms available.

• On-demand access to thousands of courses on LinkedIn Learning.

• Support for internal job transitions.

• Open vacation policy.

• 10 national holidays.

• Opportunity to work from (almost!) anywhere for up to four weeks a year.

• 401k matching.

• Comprehensive health, vision, and dental insurance.

• Parental leave benefits.

• Employee Stock Purchase Plan offering company shares at a minimum 15% discount.

• Employee Assistance Program assistance.

• Access to mental health first aiders.

• Complimentary access to a wellness app.

• Global awards and recognition programs.

• Flexible and supported work-from-home options or remote work when not in the office or other workplaces.