Job Description

Do you want to develop your career and make an impact in the fast-growth, fast-moving B2B technology space?

At Informa TechTarget, you’ll collaborate and grow alongside some of the industry’s most respected experts. You’ll work with leading brands and be exposed to world-shaping innovations. You’ll apply your energy and intellect to helping clients be faster to market and faster to revenue.

We’re a vibrant community of world-class practitioners – over 2000 colleagues strong – with offices in 19 locations around the world. We’re traded on Nasdaq and also part of Informa PLC, a global leader in business-to-business events, digital services, and academic research in the FTSE 100.

About Informa TechTarget

Informa TechTarget (Nasdaq: TTGT) informs, influences and connects the world’s technology buyers and sellers, to accelerate growth from R&D to ROI.

With an unparalleled reach of over 220 highly targeted technology-specific websites and more than 50 million permissioned first-party audience members, Informa TechTarget has a unique understanding of and insight into technology markets.

Underpinned by those audiences and their data, we offer expert-led, data-driven, and digitally enabled services that deliver significant impact and measurable outcomes to our clients. We provide our customers with:

• Trusted information that shapes the industry and informs investment
• Intelligence and advice that guides and influences strategy
• Advertising that grows reputation and establishes thought leadership
• Custom content that engages and prompts action
• Intent and demand generation that more precisely targets and converts

Our organization is committed to sustainability, diversity, wellbeing, and ethical working practices. Visit informatechtarget.com and follow us on LinkedIn.

For more information, visit informatechtarget.com and follow us on LinkedIn

Job Description

The Account Manager, working within the OMDIA team in Japan, will execute against sales goals, including accurate forecasting and revenue attainment. This generally includes qualifying and disqualifying new business opportunities, identifying customer needs/challenges, delivering executive OMDIA point of view dialogue, delivering solution presentations to new customers, developing proposals, negotiating contracts, closing business in a timely manner, and fully comprehending the unique OMDIA value proposition.

Essential Duties and Responsibilities:

The Account Manager will own a specific set of named accounts or territory within the OMDIA Japan and be responsible for the following:

• Accountability for driving revenue growth across OMDIA's business to meet or exceed expectations, including identifying revenue drivers and metrics focused on market expansion and penetration.
• Show aggressive and polished tactics when opening up relationships and closing business opportunities.
• Monitoring performance-to-plan throughout the fiscal year and adjusting direction, focus and sales initiatives as needed to effectively penetrate the market.
• Develop and manage sales pipeline effectively -creating and managing their sales pipeline of business opportunities in Salesforce within the assigned territory, generating leads from face-to-face needs discovery calls with customers as well as following inbound leads from marketing, the technology analyst team, industry events and other sources.
• Based on opportunities in the sales pipeline in Salesforce, provide weekly forecasts with a 95% accuracy rate to create visibility with all market owners on revenue trends and actions to drive revenues to plan.
• Understanding the product sales cycle and challenges, including the strategies of competitors, and leveraging this knowledge to hone sales strategies.
• Establish a strong network & relationships with the key decision makers as well as C-level executives within the customers’ organisations to expand sales of OMDIA products, services and consulting engagements.
• Research and stay one step ahead of the market, the client’s needs and competitive intelligence, develop and execute account plans & strategies for key customers in conjunction with sales & business leadership.
• Maintain a thorough understanding of the manufacturer and technology-related industries, including industry trends, business processes, financial measurements, performance indicators and key competitors.
• Competency in delivering price for value relative to the appropriate product solution, working with Product, Consultant, Sales Management and Analyst to ensure proper positioning of complex solutions.
• Work closely with internal teams to ensure customer satisfaction.
• Consistently achieve/exceed sales targets.
• Achieve customer retention targets minimum 90%.
• Communicate constantly with existing customers and prospects via F2F, phone & email.

Qualifications

• IT, EE, Business, or marketing-related degree or equivalent preferred.
• 5+ years of experience in sales, consistently overachieved the quota with a proven track record.
• Experience covering more than 2 industries, clients from Telecommunication (telecoms operators, telecoms network and equipment vendors) to Enterprise Technology vendors is preferred.
• Good listening skills, resilient, persuasive, and a sense of humour.
• An analytical, structured thought process with the ability to assess business opportunities and read prospective buyers.
• Excellent Japanese and English written and verbal communication skills.
• Comfortable being an individual contributor, a fast learner and a strong performer.
• Comfortable operating in fast fast-paced environment.
• The ability to adapt to new situations quickly and think on your feet.
• Tokyo based

Additional Information

TechTarget, Inc., doing business as Informa TechTarget, including its subsidiaries is an equal opportunity employer and complies with all applicable federal, state, and local fair employment practices laws. We strictly prohibit and do not tolerate discrimination against employees, applicants, or any other covered persons because of race, color, sex (including pregnancy), age, national origin or ancestry, ethnicity, religion, creed, sexual orientation, gender identity or expression, status as a veteran, and basis of disability or any other federal, state or local protected class. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, training, promotion, discipline, compensation, benefits, and termination of employment. Informa TechTarget complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable federal, state or local law.

Our benefits include:

• 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: annual leave plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year 
• A flexible range of personal benefits to choose from, plus company funded private medical cover
• A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares
• Strong wellbeing support through EAP assistance, mental health first aiders, access to health apps and more
• Recognition for great work, with global awards and kudos programmes 
• As an international company, the chance to collaborate with teams around the world

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