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About the Role
Partner with global enterprise technology vendors ($750M+ in annual revenue) to accelerate growth, driving both account expansion and new logo acquisition. Operate as a trusted advisor to senior executives, owning the full revenue lifecycle within a defined enterprise territory.
Responsibilities
- Own a named enterprise territory, with full accountability for quota attainment across retention and net-new growth
- Manage and expand relationships within a portfolio of strategic vendor accounts, driving renewals, upsell, and cross-sell opportunities
- Identify and acquire net-new clients through disciplined prospecting, pipeline development, and territory planning
- Engage C-level and senior executives as a trusted advisor
- Lead complex, multi-stakeholder sales cycles with average contract values aligned to enterprise advisory services
- Develop and execute account plans and territory strategies to maximize revenue potential
- Partner with internal research, advisory, and delivery teams to ensure high client value and retention
- Maintain accurate pipeline management and forecasting, consistently meeting or exceeding performance targets
- Represent Info-Tech at industry events and client engagements, including potential travel to client sites and vendor conferences
Requirements
- 10+ years of enterprise sales experience, preferably within IT research & advisory, SaaS / enterprise technology vendors, or Data, insights, or marketing services organizations
- Proven track record of quota attainment in a hybrid role (account management + net-new business)
- Experience managing large enterprise accounts ($750M+ revenue clients)
- Demonstrated success in new logo acquisition within complex, competitive environments
- Strong ability to navigate matrixed organizations and build relationships across multiple stakeholders
- Expertise in consultative sales methodologies (e.g., Value Selling, Challenger, SPIN)
- Exceptional communication, negotiation, and executive presence
- Bachelor’s degree or equivalent experience
Skills
- Hunting and farming to build pipeline while expanding strategic relationships
- Commercial mindset with the ability to uncover and shape complex opportunities
- Navigating ambiguity, prioritizing effectively, and driving outcomes in a fast-paced environment
- Executive presence, influencing senior stakeholders with clarity and confidence
Location
- Remote
Work Type
- Full-time
Experience Level
- 10+ years
Education Level
- Bachelor's degree or equivalent experience
Benefits
- Own a high-value enterprise book of business with significant earning potential
- Join a rapidly growing division with strong leadership and market momentum
- Work with top global technology vendors shaping the future of the industry
- Benefit from a culture that values performance, autonomy, and continuous development
About the Company
- 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.
Equal Opportunity
- 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
- Upon request, ITRG will ensure, to the extent possible, that accommodation be made available to applicants throughout the recruitment and hiring process.