Hybrid Member Services Director - Vendor Services

The Hybrid Member Services director is responsible for engaging with current technology provider members, as we deliver services related to our (1) advisory memberships, (2) collateral and reprints of analyst research and SoftwareReviews content and (3) booth, speaking slots and branding opportunities at Info-Tech Live, Mclean Signature and other events. They are also responsible for managing a prospecting territory to bring on new technology vendors. This position is ideal for top-performing sales professionals who excel in a high-performance, high-reward environment and are able to balance both client management and new business acquisition. With a generous base salary, uncapped commission, and perks like annual trips for top performers, this role also emphasizes maintaining a vibrant company culture in a remote work setting

JOB POSTING DETAIL

The Hybrid Member Services director is responsible for engaging with current technology provider members, as we deliver services related to our (1) advisory memberships, (2) collateral and reprints of analyst research and SoftwareReviews content and (3) booth, speaking slots and branding opportunities at Info-Tech Live, Mclean Signature and other events. They are also responsible for managing a prospecting territory to bring on new technology vendors.

Job requirements

• New Business Development: Proactively identify and drive new business opportunities within your assigned territory of software and technology providers through various outreach methods, including email, phone, social media, and Vidyard.
• Account Management: Build and maintain strong relationships with existing clients, ensuring high renewal rates and identifying growth opportunities to expand their use of Info-Tech's services.
• Consultative Selling: Employ a consultative approach to understand the needs of technology providers and align them with Info-Tech's solutions.
• Deliver Compelling Presentations: Create and present tailored sales presentations to vendor marketing, product, sales, and analyst relations executives, emphasizing the value of Info-Tech's research and advisory services.
• Customize Sales Materials: Assist in preparing customized sales presentations by tailoring PowerPoint slides to the specific needs of target audiences.
• Encourage Participation in Market Reports: Motivate software providers to engage in upcoming market reports by collecting feedback from their customers using the SoftwareReviews platform.
• Maintain CRM Records: Accurately record client details and account notes in the CRM system, adhering to internal reporting processes.
• Proactive Account Management: Conduct regular service calls with clients to ensure alignment and drive usage of Info-Tech memberships.

Success Factors

Success in this role is achieved by:

• Developing new business opportunities through proactive prospecting, lead generation, and cold calling.
• Building and nurturing strong relationships with key contacts at technology providers within your territory.
• Effectively aligning Info-Tech's products, services, and value proposition with the needs of senior business and marketing executives.
• Meeting or exceeding set goals and metrics, including achieving sales quotas through new business acquisition, renewing existing members and identifying growth opportunities within existing clients.

Required qualifications

• 3-5 years of total relevant B2B sales experience (new business and account management)
• Proven success in sales and account management.
• Experience in developing and executing strategic sales plans.
• Strong relationship-building skills.
• Excellent communication and presentation skills.
• Ability to work independently and as part of a team.
• Data-driven mindset with a focus on continuous improvement

Preferred qualifications

1. Post-secondary education
2. Business Acumen: Uses knowledge of the business environment and IT to engage customers.
3. Self-awareness; Self-motivated with an awareness and understanding of one's strengths and areas of development.
4. Experience in an advisory, information and/or business services organization

The Vendor Services division (formally known as SoftwareReviews), specifically engages and sells services to technology providers. These services relate to 3 key product lines that drive revenue for the business.

1. Vendor Advisory Memberships enable vendors to gain access to both Info-Tech analysts and marketing analysts to help better understand their market and buyers, build better products, and accelerate their G2M initiatives. Info-Tech is uniquely poised to support vendor members across these areas based on our years of experience supporting IT buyers in making the right technology decisions. Our members also get access to a team of G2M analysts who write research and delivery advisory services in a similar way to both ITRG and Mclean, tactical, practical research and guidance however, the research is centered around core marketing processes and projects.
2. Marketing Assets & Sales Enablement Material enables vendors to position their products to prospects, we allow vendors to license the data that is collected through the SoftwareReviews platform and turn it into various reports, infographics, social media tiles, and other marketing friendly assets. We also allow vendors to license analyst research or have analysts participate in thought leadership webinars and speaking sessions.
3. Event Sales: the vendor floor is an essential part of both our Live and Signature events as they help cover the cost of the vent, but also give our members the opportunity to speak to leading technology vendors in a number of different technology domains. To support this function, we sell opportunities for technology providers to become exhibitors, to purchase speaking sessions at Live, and to purchase branding opportunities.

Info-Tech Research Group of companies is an equal opportunity employer committed to diversity and inclusion and does not discriminate on the basis of any legally protected status or characteristic including Minority/Female/Sexual Orientation/Gender Identity/Disability/Veteran and are pleased to consider all qualified applicants. To that end, upon request, ITRG will ensure, to the extent possible, that accommodation be made available to applicants throughout the recruitment and hiring process.