• Senior Business Development Manager - European Vertical Industries, IDC

    ID 2018-3602
    # of Openings
    Job Location
  • 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 make fact-based decisions on technology purchases and business strategy. More than 1100 IDC analysts provide global, regional, and local expertise on technology and industry opportunities and trends in over 110 countries worldwide. For more than 52 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.


    About the position

    This role sits within IDC’s Western European Sales Organization and reports directly to the Sales Director for Industry Insights Solutions.  The IDC Insights research and consulting portfolio focuses particularly on Manufacturing, Finance, Retail, Government, Healthcare and Energy markets.


    The Senior Business Development Manager role will be responsible for a territory of specialized vendor accounts selling to specific or cross vertical clients.  The role requires a proven acumen for new business development, selling a wide portfolio of technology research, advisory services and business consulting to senior level functions.  The ideal candidate will possess the capability to sell creative end to end research and advisory solutions to business, marketing and sales functions in client organizations with experience of vertical Industries


    • Grow and increase market penetration of IDC’s Industry Insights offerings to existing and new accounts
    • Plan and execute strategies to develop relationships with  accounts and drive new business opportunities through prospecting and lead generation campaigns
    • Focus on growth areas in the accounts and territory assigned - including targeting marketing and sales functions with IDC tactical custom and Go-to-market Services
    • Successful retention of assigned renewals; upselling within existing client base and driving additional net new subscription business
    • Achieve goals with positive collaboration with all IDC business units at all times comprising Research, Consulting. Go to Market Services and Events
    • Meet all Management Business Objectives (MBO’s) and annual sales targets set
    • Actively manage and update sales pipelines and provide management with accurate and comprehensive sales forecasts, along with clear and concise supporting commentary, as requested
    • Undertake regular business reviews with management to evaluate performance and client growth opportunities


    • This assignment will suit an ambitious results-oriented new business sales professional who is seeking a challenging career opportunity with a multinational organisation
    • A proven and focused performer with experience in selling vertical market based research or consulting solutions to ICT vendors
    • Proven new business skills to uncover customer decision/qualification criteria and recognize how to approach the sale from the customer viewpoint
    • Skillful in translating business objectives into solution frameworks and compelling proposals, effective closing and ability to defend prices
    • Collaborative team player with the capability to lead from the front, taking the initiative
    • Proven skills in after sales and relationship managment
    • Creative in their approach to proposal writing and sales tools used to develop business
    • High proficiency in spoken and written English, additional European languages useful
    • Strong understanding of and proficiency in using salesforce.com or similar CRM tool
    • Strong proficiency in using the Microsoft Office productivity suite of tools, in particular, Microsoft Office PowerPoint and Excel
    • 7+ years  Sales experience in solution sales with relevant verical market knowledge


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