Sales Manager, US Events

IDC is the premier global provider of market intelligence, advisory services, and events for the information technology, telecommunications, and consumer technology markets. IDC helps IT professionals, business executives, and the investment community make fact-based decisions on technology purchases and business strategy. More than 1000 IDC analysts provide global, regional, and local expertise on technology and industry opportunities and trends in over 110 countries worldwide. For more than 44 years, IDC has provided strategic insights to help our clients achieve their key business objectives. IDC is a subsidiary of IDG, the world's leading technology media, research, and events company. You can learn more about IDC by visiting www.idc.com.

The Sales Manager/Business Development, US Events is responsible for driving sponsorship sales for public events managed by the US Conference Group. This person will develop client relationships with new and existing clients that will lead to new business, create strategies to penetrate new and existing accounts, and build strong relationships with the internal sales and product team. This person will also assist in the course of public events sales of identifying opportunities for customized “executive seminars� and passing those leads to the appropriate consulting sales individuals along with the conference group team leader for Executive Seminars.

The Sales Manager/Business Development, US Events will drive the early stages of the sales cycle and ensure well qualified first conversations which become valid revenue generation opportunities. The function is about prospecting and closing sales. It will direct report to IDC’s US Sales team, with dotted line reporting to the US Conference Group.

Requirements
- Meeting or exceeding the annual events business target of $3.150M of planned events sponsorships, generated from both new and renewal clients, as well as meeting individual events target sponsorship quotas comprising the total target and set throughout the October 2008-Sept 2009 fiscal year.
- Refer opportunities arising from the pursuit of public events sales for customized executive seminars to the appropriate personnel. This business would drive $600K of added revenue in the FY’09 fiscal year.
- Generate calls and meetings which present valid revenue opportunities
- Assist in the identification of suitable target industry accounts by compiling and sharing research data with the event product directors
- Act as the point of entry for inbound telephone calls and e-mails, qualify whether they are suitable opportunities and close sales or redirect according to existing guidelines
- Follow up on leads generated from marketing programs and campaigns and determine whether they are qualified opportunities and build a prospect database from these
- Proactively subscribe and read industry journals to help identify and find new business leads
- Attend appropriate IDC events, as well as competitive events and appropriate trade shows
- Ongoing record keeping and forecasting
- Close co-operation with the IDC account sales team and product team to identify and follow up on new opportunities.

Experience
- 5-8 years experience in a direct sales role, ideally with IT Events or IT business
- Self -motivated, persuasive communicator, comfortable speaking with senior level contacts, preferably with events and conferences background
- Experience and understanding of the Internet and related services
- Demonstrated strong verbal and written communication skills
- Knowledge of which tools, events, and press publications to use within the IT industry to support lead generation research
- Knowledge of the IT Industry, as well as Market Research industry helpful

IDC is an Equal Opportunity Employer. IDC does not discriminate on the basis of race, color, religion, national origin, sex, age, ancestry, sexual orientation, disability, handicap, veteran status, marital status, pregnancy-related conditions, or political beliefs.