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Principal Account Manager, End User Sector

2 months ago

Costa Mesa, California, United States IDG Full time

Position Overview

IDC is on the lookout for a Senior Sales Executive with a proven track record in selling essential intangibles, such as software and consulting services, to North American enterprises, particularly within the Fortune 1000 and State/Local Government sectors.

Our IT Executive Programs empower clients to make informed, data-driven decisions, guiding their organizations into a digitally advanced future. Through our actionable insights and consulting services, we deliver measurable outcomes.

Why Choose IDC?

As a leading global technology market research firm, IDC is reshaping perceptions about technology's influence on business and society. Our team, data, and analytics generate valuable technology insights that drive customer success. IDC has earned recognition as the Analyst Firm of the Year for four consecutive years, a testament to our excellence in the technology market research field.

Our dynamic, innovative, and entrepreneurial environment is the ideal setting for you to explore your career potential.

This position is fully remote, with a preference for candidates located in the New York City Metropolitan Area. Qualified candidates from other approved East Coast remote locations may also be considered.

Key Responsibilities

  • Implement solution selling strategies to effectively grow and enhance the designated end user territory within Fortune 1000 enterprises and government sectors.
  • Develop and deliver compelling presentations on IDC's services to executive decision-makers, identifying their needs across various organizations.
  • Recognize prospective needs and formulate successful proposals for the sale of IDC's services.
  • Acquire or quickly develop knowledge about critical IT and industry challenges across sectors such as Energy, Manufacturing, Retail, Healthcare, Government, and Financial Services.
  • Establish and nurture business relationships with key clients, understanding the IT vendors that meet their industry needs, and fostering strong connections with potential clients.
  • Engage in both independent work and collaborative selling alongside analysts, consultants, and other IDC sales professionals.

Required Qualifications

  • Bachelor's Degree or equivalent experience; an MBA is advantageous.
  • A minimum of 5 years of direct sales experience, with strong skills in written and verbal communication, analysis, time management, and organization.
  • Proven success in independently selling complex products and services to technology vendors.
  • Ability to cultivate relationships at all organizational levels and develop a sales strategy for acquiring new business and enhancing sales with existing clients.
  • Previous experience in market research or technical sales is a plus.
  • The ideal candidate will be entrepreneurial, driven, assertive, collaborative, and a self-starter.
  • Proficiency in Microsoft Excel, PowerPoint, and Word is required.
  • Familiarity with Sales Enablement tools, such as Salesloft, is preferred.
  • Willingness to travel up to 25% of the time.
  • This role is ideally suited for candidates in the NYC Metropolitan Area or other approved East Coast remote locations.

About IDC : International Data Corporation (IDC) is the leading global provider of market intelligence, advisory services, and events for the information technology, telecommunications, and consumer technology sectors. IDC assists IT professionals, business leaders, and the investment community in making informed, fact-based decisions regarding technology investments and business strategies. With over 1,300 analysts, IDC offers global, regional, and local expertise on technology and industry trends across more than 110 countries. For 50 years, IDC has delivered strategic insights to help clients achieve their business objectives. IDC is a subsidiary of IDG, the world's foremost technology media, research, and events organization.

IDC is an Equal Opportunity Employer. We evaluate applicants and employees for positions without regard to mental or physical disability, race, color, religion, gender, gender identity and expression, ancestry, national origin, age, genetic information, military or veteran status, sexual orientation, marital status, or other categories protected by law.

At IDC, we are dedicated to fair and equitable compensation practices. We ensure our employees are compensated fairly for their contributions, reflecting their individual skills and experience. Salary ranges and additional compensation, including discretionary bonuses and incentive pay, are determined through a thorough review process that considers experience, education, certifications, and skills required for the role, as well as market data verified by an independent third-party partner. The expected total annual compensation, based on location and experience, ranges from $200,000 to $280,000, inclusive of base salary and variable compensation (if applicable).