Sales Manager - Black Hat - Informa Tech

At Informa Tech, we believe that technology innovation is key to driving positive change in our society. We believe that digital inclusion underpins progress. And we believe that diversity in tech is central to a thriving industry.

Our aim is to inspire the global technology community to build a better world by informing, educating and connecting them through world-class research, training, events, and media. We sit at the heart of the tech community with specialisms in emerging tech/AI, IoT, enterprise IT, cybersecurity, media & entertainment and service providers.

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Are you a sales superstar who is ready to take the next step in your career in the thriving cybersecurity market? Do you thrive on building new relationships and driving complex sales processes? Do you have the heart of a hunter and the soul of a strategist? Join the technology market’s leading company and prestigious Black Hat brand.

Informa Tech is seeking the next great event sales professional to join an exceptional sales team. You will have amazing success at Informa Tech if you are a motivated team player with long term growth and development aspirations. Please apply if you are ready to jump in and start contributing right away on one of our most high-profile brands in the fast-paced cybersecurity sector. With a focus on growth, new business, and expanding customer base, this community is poised for an amazing year in 2024 and beyond. The Cybersecurity event and media marketplace at Informa Tech is led by brands such as Black Hat, SecTor and Dark Reading. Black Hat is the go-to brand for cybersecurity professionals to keep abreast of cutting-edge developments, research and to network with their peers. We would love to have you join our team of passionate, smart, driven professionals.

JOB SUMMARY:

The Sales Manager will sell exhibit space and sponsorships at all Cybersecurity events to customers within an assigned US-based territory. The sales manager can uplevel their conversations with a portfolio that includes digital products such as Cybersecurity virtual events and webcasts. They will lead the charge on the high growth potential of the brand by selling comprehensive marketing packages to new and existing clients. With an emphasis on strategic account management and new business growth, this position is ready for a driven salesperson to have outstanding success.

PRINCIPAL DUTIES AND RESPONSIBILITIES:

• Sell exhibit space and sponsorships to new and existing prospects and customers.
• Sell assigned digital/media products to new and existing prospects and customers.
• Strategically manage an existing territory, developing sales plans and pipelines that will lead to success through achievement of goals.
• Manage territory and pipeline utilizing Salesforce.com, with strong organizational and planning skills to accomplish daily, weekly and monthly objectives.
• Make a priority of growing business by acting as a strategic partner for current customers as well as through prospecting and cold calling.
• Leverage the brand content team to help build partnerships and grow relationships.
• Create custom proposals combining client and market focused data with creative solutions to meet clients’ objectives.
• Develop and grow relationships with current and new accounts through scheduled calls, face-to-face meetings and by attending industry events when possible.
• Meet and exceed event and product budgeted sales goals.
• Utilize strong interpersonal skills to interact and coordinate with internal departments, including Content, Marketing, and Operations

POSITION REQUIREMENTS:

• Minimum 3-5 years of managing a territory, selling new business as well as managing/reselling existing accounts.
• BA/BS degree or equivalent required
• Must have the desire to succeed and a competitive spirit.
• Proven success with and understanding of a structured sales process, including prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with marketing executives and other decision-makers.
• Desire to be perceived as a market evangelist and expert.
• Exemplary high standards for customer service, honesty, and integrity
• Must be a strong communicator who works well with large, complex teams.
• Strong written and verbal communication skills
• Ability to take initiative in identifying, addressing, and resolving day to day issues and challenges.
• Experience with Salesforce.com (or similar CRM) and Microsoft Office, particularly PowerPoint and Outlook (Teams a plus)

OTHER PREFERRED ATTRIBUTES:

• Prior experience selling B2B media and/or events to technology marketers; exhibit space a plus.
• Experience selling to large, complex accounts using a consultative selling process.
• Experience with or knowledge of the cybersecurity, media and cyber research markets.
• Experience partnering with and leveraging internal content and subject matter experts.
• The salary bracket for this position is $80,000 to $100,000, with commission included.
• The job posting is set to expire on May 9th, 2024.

• Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive, and we support a range of working patterns
• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks 
• Broader impact: take up to four days per year to volunteer, with charity match funding available too
• 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: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year 
• Competitive benefits, including a 401k match, 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