Sales Director, IT Buyer Digital Product

Overview:

IDC is searching for a  Sales Director,  IT Buyer Digital Product.  The Sales Director,  will be building a new Software-as-a-Service (SaaS) technology business for IDC, a new initiative that is part of IDG's broader Blackstone-sponsored transformational growth. The new business leverages the latest in artificial intelligence (AI) technology to offer IDC's decades of data and insights on how people buy and sell software to CIOs in a fundamentally new way.

The Sales Director, IT Buyer Digital Product   will be responsible for driving revenue growth through the development and execution of comprehensive digital sales strategies and product-led growth for CIOs and team members.

The Director will be at the forefront of our transformative journey, responsible for building and leading a high-performing sales team dedicated to addressing the unique needs of CIOs. The Director will be instrumental in driving revenue growth through a customer-centric approach, leveraging product-led strategies specifically designed for CIOs. This role offers a unique opportunity to shape the future of our sales organization and contribute to the success of our PLG initiative targeting CIOs.

Reporting to the SVP, IT Buyer Digital Product, the role will lead a team of digital sales professionals to achieve targets and exceed revenue goals. The role is responsible for oversight, guidance, and mentorship to their team to ensure that individual and team sales targets are met. This will include setting performance goals, conducting performance evaluations, and implementing training programs to enhance team skills and capabilities.

IDG is a dynamic and innovative research, data, research, and events services company at the forefront of guiding the global technology market ecosystem. Our mission is to help companies grow by putting technology insights into action, and we are dedicated to delivering leading solutions that empowering businesses to make better decisions and thrive in the digital-first age.  

IDC, the largest division of IDG, is the most respected global technology market research firm. Building upon proprietary data, expert thought leadership, and existing digital products, IDC is creating new generative Artificial Intelligence (AI)-powered business lines that serve its customers in fundamentally new ways.

Recruitment Fraud Notice: IDG/IDC/Foundry  would like to inform you that we conduct our formal communications via corporate email, our Applicant Tracking System iCIMS, LinkedIn messaging, or directly by phone. We do not use any other platform (including Telegram, WhatsApp, Signal, text, instant message, etc.) to communicate with prospective candidates. If you receive any communication outside of our formal communications channels, please ignore it and block the sender or caller. In addition, we do not ask candidates to provide sensitive personally identifiable information such as bank account or social security numbers. If you have been contacted by someone claiming to represent a job offer, please report it as potential job fraud to law enforcement.

• Recruit and build a team comprised of inside sales and product specialists.
• Provide leadership, guidance, and mentorship to a team of digital sale professionals to achieve individual and team targets.
• Develop and implement digital sales strategies with the PLG initiative targeting CIOs to drive user adoption, expansion, and retention aligned with overall company objectives for growth and market share.
• Collaborate with cross-functional teams, including product, marketing, and customer success, to ensure seamless execution of PLG strategies for CIOs.
• Build and nurture relationships with key clients and partners is crucial for success in digital sales. The AVP will play a key role in identifying and cultivating these relationships to maximize sales opportunities, maintain customer satisfaction, and secure long-term partnerships
• Understand the unique needs and challenges faced by CIOs, using insights to inform sales strategies and product improvements.
• Implement customer segmentation strategies to tailor sales approaches based on CIO profiles.
• Analyze market trends, customer insights, and competitive intelligence to identify new opportunities and optimize sales strategies.
• Collaborate with cross-functional teams including marketing, product development, and operations to ensure alignment and maximize effectiveness of digital sales efforts.
• Stay updated on emerging digital sales technologies,
• platforms, and best practices to continuously innovate and improve sales effectiveness.
• Utilize data analytics to identify trends, opportunities, and areas for improvement in the sales process for CIOs.
• Develop and maintain strong relationships with internal stakeholders to drive collaboration and support digital sales initiatives.
• Represent the company at industry events, conferences, and client meetings to promote our digital sales offerings and establish thought leadership.
• Ensure compliance with company policies, industry regulations, and ethical standards in all digital sales to maintain the company reputation and integrity.

• Bachelor’s degree in business administration, marketing, or related field; MBA or equivalent preferred.
• Mininum 10 years of experience in digital sales, with a proven track record of success in achieving sales targets and driving revenue growth.
• Proven experience in sales leadership roles with a focus on PLG strategies, particularly for CIOs and IT leaders.
• Minimum 3+ years of experience in leadership roles, with demonstrated ability to lead and inspire teams to deliver exceptional results.
• Demonstrated experience with instrumental involvment in defining sales processes and strategies for new "zero-to-one" software businesses, defining sales.  
• Previous experience managing inside sales representatives and/or building and inside sales teams.
• Strong understanding of digital sales techniques, technologies, and platforms, including but not limited to e-commerce, digital advertising, social media marketing, and CRM systems.
• Excellent communication, negotiation, and interpersonal skills, with the ability to build rapport and credibility with clients, partners, and internal stakeholders.
• Strategic thinker with analytical skills and ability to leverage data-driven insights to inform decision-making and optimize sales strategies.
• Results-oriented mindset with a passion for driving continuous improvement and innovation in digital sales practices.
• Ability to thrive in a fast-paced, dynamic environment and effectively manage multiple priorities and deadlines.
• Proven ability to adapt to change, embrace challenges, and drive organizational growth through digital sales excellence. 
• Required travel 30%

This role can be located in approved remote east coast US location. 

About IDC:  International Data Corporation (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 1,200 IDC analysts provide global, regional, and local expertise on technology and industry opportunities and trends in over 110 countries worldwide. For 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 events company.

IDC is an Equal Opportunity Employer. Applicants and employees are considered for positions and are evaluated without regard to mental or physical disability, handicap, 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 committed to fair and equitable pay practices. We pay our employees equitably for their work, commensurate with their individual skills and experience. Salary range and additional compensation, including discretionary bonuses and incentive pay, are determined by a rigorous review process. This process considers the experience, education, certifications, and skills required for the specific role, equity with similarly situated employees, as well as employer-verified US region-specific market data provided by an independent 3rd party partner. The expected total annual compensation, depending on location and experience, is between $250,000 and $300,000 and is inclusive of base salary and variable compensation (if applicable).