Account Director, Channels

Informa
United States
Workplace: RemoteFull timeUSD 120,000 - 125,000 annuallyFunction: Executive & General ManagementSkills: ["Consultative selling","Executive communication","Negotiation","Commercial judgment","Storytelling"]

Drive growth for a strategic portfolio of technology partner organizations by building new relationships and expanding existing accounts. Own account plans, develop pipelines through executive-level outreach, and increase Informa TechTarget’s share of MDF and other vendor-funded marketing investments. Lead consultative, outcome-based sales conversations focused on content, brand, demand generation, audience activation, and Omdia insights, collaborating across alliance, practice, marketing, and internal specialist teams to deliver measurable pipeline outcomes.

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Informa
Informa
1 day ago

Account Director, Channels

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Last checked: 12 hours agoStatus: Live
Reposted: similar role first listed 5 months ago

Job Summary

Drive growth for a strategic portfolio of technology partner organizations by building new relationships and expanding existing accounts. Own account plans, develop pipelines through executive-level outreach, and increase Informa TechTarget’s share of MDF and other vendor-funded marketing investments. Lead consultative, outcome-based sales conversations focused on content, brand, demand generation, audience activation, and Omdia insights, collaborating across alliance, practice, marketing, and internal specialist teams to deliver measurable pipeline outcomes.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Executive & General Management
Seniority: Mid level

Key Responsibilities

  • •Own and develop a strategic portfolio of technology partner organizations, creating new revenue and expanding Informa TechTarget’s presence in assigned accounts.
  • •Build pipeline through proactive prospecting, executive-level relationship development, and penetration of new buying centers within accounts.
  • •Help partner organizations maximize the impact of MDF, co-marketing funds, and other vendor-funded investments by translating vendor priorities into scalable programs.
  • •Lead complex, consultative sales conversations that position content, brand, demand generation, audience activation, and Omdia research/advisory services for measurable outcomes.
  • •Partner with Channel GTM leadership and internal teams to develop and execute account strategies, share feedback, and contribute to repeatable sales plays.

Pay and Benefits

Salary: USD 120,000 - 125,000 annually
Perks:401kHealth InsuranceParental Leave

Key Requirements

  • •8+ years of successful B2B sales experience, ideally in technology media, marketing services, demand generation, channel marketing, partner marketing, or the broader technology ecosystem.
  • •Strong understanding of the IT channel and relationships between technology vendors, GSIs, MSPs, resellers, distributors, consulting firms, and partner organizations.
  • •Working knowledge of MDF, co-marketing funds, alliance marketing, and vendor-funded go-to-market programs.
  • •Demonstrated success hunting in large, complex named accounts and creating new relationships and revenue opportunities.
  • •Ability to navigate enterprise sales cycles with multiple stakeholders and funding sources, using strong negotiation and executive communication skills.
Experience:B2BTechnology mediaMarketing servicesDemand generationChannel marketingPartner marketingIT channel
Skills:Consultative sellingExecutive communicationNegotiationCommercial judgmentStorytelling
Languages:English (UK)
Tech Stack:OmdiaLinkedIn LearningMicrosoftAWSGoogle CloudCiscoDell TechnologiesIBMServiceNowSAP

Company Brief

Informa
Global business-to-business information services group operating events, academic and professional publishing, and data & analytics businesses serving specialist markets worldwide.
Industry: Publishing
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: London, United Kingdom
Founded: 1998
WebsiteLinkedIn