• Account Manager - IDC Germany

    ID 2017-2289
    # of Openings
    Job Location
    DE-Frankfurt | DE-Munich
  • Overview


    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 makes fact-based decisions on technology purchases and business strategy. More than 1200 IDC analysts provide global, regional, and local expertise on technology and industry opportunities and trends in over 110 countries worldwide. For more than 50 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 Event Company.


    This role is positioned within the IDC German Sales team with the dual function of sales and territory growth into the newly formed Emerging Vendor Team (EV) and will report directly to the manager of this team.


    The role requires a proven acumen for selling a wide portfolio of information advisory services and business consulting to senior level functions within new and emerging technology organizations and ideally will possess the capability to sell creative solutions to senior decision makers within these client organizations.


    The main responsibilities include:

    • Meet the budgeted bookings quota set for a specific assigned territory of accounts
    • Expand relationships with existing accounts (upsell into new divisions, LOB)
    • On-board and grow new client relationships with new emerging vendors
    • Operate within a collaborative team structure supporting team objectives

    Outbound Activities:

    • Proactively Identify and qualify new business prospects
    • Active listening and objection-handling
    • Close new sales (mixture of transactional and more complex deals/opportunities)
    • Secure, attend and present at qualified face to face meetings when required (typically for more complex sales opportunities)
    • Support and contribute to more complex sales opportunities when needed for accounts within the EIG team in a collaborative fashion as and when needed
    • Follow up marketing Campaigns, Webcasts, Events, EMAIL, Social Selling etc.


    Inbound Activities:

    • Develop a general understanding of IDC portfolio
    • Handle in-coming calls to quickly understand caller’s needs and determine next actions to move towards a sale
    • Undertake regular business reviews with management to evaluate performance and client growth opportunities
    • Proficiently use CRM (Salesforce) to accurately record customer conversations, territory analysis, actions in form of re-usable sales intelligence
    • Forecast accuracy, pipeline management
    • Establish strong positive relationships with IDC consulting and analysts network in the context of partnering in business development



    • Proven track-record in solution-selling and proven consultative sales experience in IT industry, ideally 3 to 5 years.
    • This assignment will suit an ambitious, internationally-minded, sales professional who is seeking a challenging career opportunity with an international culture
    • Ability to meet defined metrics in terms of proactive calls and client meetings leading to relevant outcomes
    • Communication and inbound/outbound telephone skills to uncover customer decision criteria and recognize how to approach the sales from the customer viewpoint
    • An understanding of Market Research and the advisory role it plays within vendor organizations
    • Capability to frame integrated marketing solutions to senior level clients/prospects – including conversant with the “language” of senior marketing professionals and decision makers
    • Skillful in translating business objectives into solution frameworks and compelling proposals
    • Collaborative team player with capability to lead from the front, taking initiative
    • Skills in formulating compelling proposals, effective closing and ability to defend prices
    • High proficiency in spoken and written German and English, additional European languages useful



    We offer

    A position in a highly professional and respected firm where initiative leading to results are rewarded.

    IDC is a global knowledge company with a broad range of career challenges and opportunities and you will become part of a dynamic, international trained network with a driven and collaborative culture


    Our remuneration packages are competitive and individual. We encourage all nationalities and both genders to apply for the position. 

    Due to the distributed structure of this account, we will consider applicants from a variety of locations within the region.


    Should you find this opportunity particularly appealing and at the same time realistic for you to succeed with - we encourage you to apply by forwarding your resume and a cover letter in which you state your interest and relevance.


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