Business Development Representative, IDC UK

# of Openings


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 1,100 IDC analysts provide global, regional, and local expertise on technology and industry opportunities and trends in over 110 countries worldwide. IDC is a subsidiary of IDG, the world's leading technology media, research, and Event Company.


About the position


This role is positioned within the UK Sales team. It will involve selling a targeted portfolio of advisory services, consulting and events to key decision makers in our new territory for Emerging Vendors (SMB) in the UK and Ireland. It will report to the Head of UK sales.

The role requires a proven acumen for developing new business opportunities, particularly in SMB accounts. As this role is an ‘Inside Sales’ role, and is primarily office-based, the ideal candidate will be experienced in selling over the phone and be able to generate opportunity through their own prospecting and lead generation campaigns. The successful candidate will bring new accounts into IDC UK, and manage them throughout the year, ensuring all cross & up-sell opportunities are explored.


Sales Activities:

  • Proactively identify and qualify new business prospects through prospecting, networking and cold calling, using multiple sources - networking events, email, LinkedIn, and of course, the telephone!
  • Managing the full sales lifecycle – from initial contact & qualification through to proposal, creating contracts, closing business & subsequently managing accounts.
  • Qualifying more complex & higher value opportunities and referring them to the Account Management team.
  • Handle incoming calls to quickly qualify caller’s needs and determine the best approach in a friendly and timely manner.
  • Following up on marketing campaigns including webcasts, client events, email, etc.
  • Build account plans for your active clients, to ensure all cross & up-sell opportunities are explored.
  • Liaise with regional and international sales counterparts to collaborate on accounts.

Business Activities:

  • Proficiently use CRM to record activity, and provide accurate forecasts and pipeline to the business.
  • Develop an understanding of the IDC portfolio – Advisory Services, Technology Market Research, Go-to-Market Solutions & Event Sponsorships.
  • Keep up to date with market news and the wider technology ecosystem.
  • Undertake regular business reviews with management to evaluate performance and client growth opportunities.
  • Create and maintain a strong positive network within the IDC Consulting and Analyst community, in the context of partnering in business development.


  • This assignment will suit an ambitious, internationally-minded, sales professional who is seeking a challenging career opportunity with a global organisation.
  • Ability to meet defined metrics in terms of active prospecting to meet monthly sales targets.
  • Maintain a healthy pipeline of at least 4x your monthly target.
  • Clear and concise communication skills and someone who can articulate themselves extremely well over the telephone.
  • An understanding of Market Research and the advisory role it plays within vendor organizations.
  • Skillful in translating business objectives into solution frameworks, and subsequently creating compelling proposals.
  • Ability to confidently set & defend prices, and ask for the close.
  • Experience of formal sales training (e.g. SPIN, Solutions Selling, Challenger etc.) is useful.
  • High proficiency in spoken and written English is important, additional European languages useful.


We offer

  • A position in a highly professional and globally respected firm, which rewards initiative and results.
  • IDC is a global company with a broad range of career 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 people of all backgrounds, nationalities and genders to apply for the position.


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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