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About the Role
This role involves driving growth within a dynamic division by partnering with global enterprise technology vendors. You will act as a trusted advisor to senior executives, managing the full revenue lifecycle, including account expansion and new logo acquisition within a defined territory.
Responsibilities
- Manage a named enterprise territory with full accountability for quota attainment.
- Drive renewals, upsell, and cross-sell opportunities within strategic vendor accounts.
- Identify and acquire net-new clients through disciplined prospecting and pipeline development.
- Engage C-level and senior executives as a trusted advisor.
- Lead complex, multi-stakeholder sales cycles.
- Develop and execute account plans and territory strategies.
- Collaborate with internal research, advisory, and delivery teams.
- Maintain accurate pipeline management and forecasting.
- Represent the company at industry events and client engagements.
Requirements
- 10+ years of enterprise sales experience in IT research, advisory, SaaS, or data services.
- Proven track record of quota attainment in a hybrid account management and new business role.
- Experience managing large enterprise accounts with $750M+ in annual revenue.
- Demonstrated success in new logo acquisition within complex environments.
- Ability to navigate matrixed organizations and build stakeholder relationships.
- Expertise in consultative sales methodologies.
- Exceptional communication, negotiation, and executive presence.
- Bachelor’s degree or equivalent experience.
Skills
- Consultative sales
- Value Selling
- Challenger sales methodology
- SPIN selling
- Pipeline management
- Strategic account planning
- Executive communication
- Negotiation
Work Type
- Full-time
Experience Level
- 10+ years
Education Level
- Bachelor’s degree or equivalent experience
Benefits
- High-value enterprise book of business
- Significant earning potential
- Culture that values performance, autonomy, and continuous development
About the Company
- Info-Tech Research Group is a rapidly growing organization working with top global technology vendors.
Equal Opportunity
- Info-Tech Research Group is an equal opportunity employer committed to diversity and inclusion.
- Does not discriminate on the basis of any legally protected status or characteristic.
- Provides accommodations to applicants throughout the recruitment and hiring process upon request.