This role can be based in either our MA, NY, or CA offices.About the RoleInforma TechTarget is hiring an Account Director, Channels to drive growth across a strategic portfolio of leading technology partner organizations, including global systems integrators, managed service providers, resellers, distributors and consulting firms.This is a senior individual contributor sales role combining new business development with strategic account growth. The Account Director will own a defined portfolio of high-value partner organizations, building new relationships, expanding existing ones and identifying opportunities to capture a greater share of the marketing investment flowing from technology vendors through their partner ecosystems.A major focus of the role will be helping partner organizations maximize the impact of market development funds (MDF), co-marketing funds and other vendor-funded investments. The successful candidate will understand how funding flows between technology OEMs, ISVs and their partners, and will work across alliance, practice and marketing teams to turn those investments into programs that build brand visibility, engage buyers and generate measurable pipeline.The Account Director will represent Informa TechTarget's broad portfolio of capabilities across content, brand, demand generation, audience activation, and analyst-led insights from Omdia. This is an opportunity to help build a differentiated Channel GTM business within one of the world's largest B2B technology information and marketing organizations. Key Responsibilities Territory & Account GrowthOwn and develop a strategic portfolio of leading technology partner organizations, with a primary focus on creating new revenue and expanding Informa TechTarget's presence within those accounts.Build pipeline through proactive prospecting, executive-level relationship development and consistent penetration of new buying centers within assigned accounts.Develop strategic account plans that map key stakeholders, technology vendor relationships, alliance practices, marketing priorities and potential funding sources.Build multi-threaded relationships across partner marketing, alliances, practices, sales and senior leadership.Identify opportunities to expand successful engagements across additional vendor practices, business units and solution areas within the same partner organization.Manage and grow existing strategic relationships that fall within the assigned territory while maintaining a strong focus on net-new revenue creation. MDF & Partner GTM GrowthHelp customers maximize the impact of MDF, co-marketing funds and other investments received from technology OEMs, ISVs and strategic alliance partners.Understand how funding flows across major technology alliances and proactively identify opportunities where Informa TechTarget can help partners activate those investments.Work with customers to translate vendor priorities and available funding into scalable content, brand and demand generation programs.Help partner organizations demonstrate greater value back to their technology partners through measurable buyer engagement, campaign performance and pipeline outcomes.Identify repeatable opportunities across an account's portfolio of vendor relationships rather than approaching each alliance as an isolated campaign.Consultative Solution SellingLead complex, consultative sales conversations focused on customer business goals and measurable outcomes.Position Informa TechTarget's capabilities across content, brand, demand generation, audience activation, and Omdia research and advisory services.Develop integrated programs that help customers build credibility with buyers, create demand, accelerate pipeline and improve return on partner marketing investments.Translate complex customer needs into clear, outcome-based programs and commercial proposals.Navigate multiple stakeholders, funding sources and decision-makers to progress and close high-value opportunities. CollaborationPartner closely with Channel GTM leadership, Omdia's Channels & Partner Ecosystems team, account teams and internal specialists to develop and execute account strategies.Bring the right subject-matter expertise into customer conversations while maintaining ownership of the commercial relationship and opportunity.Share customer and market feedback with product and solution teams to help evolve Informa TechTarget's partner and channel offerings.Contribute to repeatable sales plays and best practices for selling directly to technology partner organizations.
