7+ years of account management or other consultative B2B sales experience in a research or professional services firm focused on selling information services and complex offerings, with documented experience engaging CxO-level, VP, and Director-level contacts within Global-2000 companies
Strong personal network of marketing, procurement and functional leadership contacts at global outsourcing providers, with ability to build new relationships
Track record of success in complex sales cycles delivering measurable business results, with experience using AI-enabled tools (e.g., ChatGPT Enterprise and Microsoft Co-Pilot) to support sales processes
Remote position based in the US with up to 25% travel
Requirements:
Quickly gains in-depth understanding of all Research Subscription offerings and capabilities for service provider clients, and how these are supported by ISG's consulting and managed services offerings
Develops knowledge of competitor's products and services to demonstrate ISG's competitive advantage and unique value proposition
Utilizes a consultative sales approach to accurately identify client needs and develop appropriate solutions to best address them
Develops and deploys sales processes and infrastructure, including salesforce.com, to support well-managed sales pursuits
Job description
Description
Research Sales Director
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Wanted: dynamic and creative individuals ready to connect with a like-minded team. You’ll enjoy all the autonomy you need to help our clients make their digital infrastructure faster and more effective. Free reign for free spirits doesn’t mean you’ve got to go it alone. Over 1400 teammates from around the globe are eager to help you out when things get down to wire. That means you’ll be able to thrive in an organization with a team that supports you and welcomes everyone’s ideas – whether a partner, consultant, or analyst.So get ready to kickstart your career with a team that’s connected – connected by freedom.
Position Overview
As an integral part of the business development team for ISG Research, the Sales Director is responsible for pursuing identified sales opportunities through a consultative, AI-enabled sales process that seeks to uncover the client’s primary needs, and match them to ISG Research & Subscription offerings and/or capabilities.This position’s primary client base will be Sales, Marketing and Advisor Relations Executives within Outsourcing Service Providers on a global basis.
This role is responsible for defining the appropriate client solution with Research leadership, proposal development, negotiation of contract documents and follow through with the client through closure of the sale. As such, the Sales Director will need to become well versed in the Research & Subscription offerings and custom capabilities for Service Providers, as well as demonstrate proficiency with AI tools and processes to support the entire client lifecycle from developing outreach campaigns to supporting clients in getting value from their investments.
This position reports to the Chief Sales Officer of ISG Research.
Responsibilities
Quickly gains an in-depth understanding of all of the Research & Subscription offerings and capabilities for service provider clients, as well as how these are supported by and enable ISG’s consulting and managed services offerings
Develops knowledge and/or understanding of competitor’s products and services in order to demonstrate ISG’s competitive advantage and unique value proposition
Utilizes a consultative sales approach to accurately identify client needs and develop appropriate solutions to best address them
Develops and deploys sales processes and infrastructure, including salesforce.com, to support well-managed sales pursuits
Cold call and outbound activity to create a sufficient sales pipe
Works with Research & Subscriptions leadership to ensure appropriate profitability and delivery specifications are included in all proposals
Utilizes prospect feedback to identify common client needs and suggest new or enhanced service offerings
Maintains relationship with accounts after sale to ensure satisfaction and farm new opportunities
Monitors and sustains a robust pipeline of qualified new business opportunities sufficient to achieve the 2026 revenue goals
Develops and executes account plans for assigned accounts to ensure a comprehensive and targeted approach to each account
Works closely with Research & Subscriptions leadership, translating strategic objectives into differentiating go-to-market programs.
Increases industry leadership visibility through speaking engagements, writing articles, and active presence on social media, particularly LinkedIN
Applies expertise and AI-enabled tools to sales process management, contact administration and organizational effectiveness
Required Skillsets
This is a remote position based in the US; with a possible travel up to 25%
7+ years of account management or other consultative B2B sales experience in a research or professional services firm with a focus on selling information services and other complex offerings
Successfully worked with (qualifying) CxO level executives and VP, and Director-level contacts within Global-2000 companies
Has a strong personal network of marketing, procurement and functional leadership contacts at global outsourcing providers, and the ability to effectively build new relationships
Practical knowledge of the outsourcing industry as well as software, research and information products, as demonstrated by relevant experience
Track record of success in complex sales cycles, while driving measurable and meaningful business result
Exceptional communicator in terms of verbal and written presentation skills. Able to effectively articulate a unique value proposition that resonates with client needs
Excellent listening skills
Experience as a team player in coordinating and implementing pursuit processes, including development of targeted and compelling proposals
Conveys a professional image and maintains a strong company attitude
Demonstrated experience of sound business judgment and superior business acumen
Highly self-motivated, needing minimal support, training and guidance from management; however, keeps them appropriately informed
Excellent time management, organizational and project management skills to maximize on time output and results
Active participant in industry social networking, trade shows and corporate events
Demonstrated experience and proficiency with AI tools including ChatGPT Enterprise and Microsoft Co-Pilot
Education
Bachelor of Arts or Science degree in a technical or scientific field
MBA or another advanced degree (s) desirable
At ISG, we don’t just accept difference — we celebrate it, we support it, and we thrive on it for the benefit of our employees, our clients, and our communities. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. ISG is proud to be an equal opportunity workplace and we are committed to creating an inclusive environment for all employees. The more diverse and inclusive we are, the better our work will be.
The duties and responsibilities described in this job description may not be a comprehensive list. Additional tasks may be assigned to the employee from time to time and/or the scope of the job may change as necessitated by business demands.
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