Senior Manager, Sales - Cybersecurity Events

Informa Tech sits at the heart of a thriving business technology community.

And by providing market insight and market access across multiple specialist technology markets, we connect, inform and inspire the technology industry to build a better, more sustainable world and start conversations that really matter.

At Informa Tech, you'll be joining a vibrant community of over 2000 colleagues across 19 locations, and a fast-paced international company that’s part of the UK’s FTSE 100 group of leading businesses. Where else can you rub shoulders with big brands and leading experts, in exciting places, alongside some of the most respected colleagues in our markets.

Summary of Role

This is a sales leadership role responsible for driving sales through an experienced team while managing an assigned territory. The role includes leading, managing, and developing a team of sales professionals and creating new products within the evolving cybersecurity space.

Territory Sales Responsibilities

• Sell exhibit space and sponsorships to new and existing prospects and customers.
• Sell assigned media products to new and existing prospects and customers.
• Strategically manage an existing territory, developing sales plans and pipelines to achieve goals.
• Manage territory and pipeline using Salesforce.com with strong organizational and planning skills.
• Grow the business by acting as a strategic partner for current customers while prospecting and cold calling.
• Leverage the brand content team to build partnerships and grow relationships.
• Create custom proposals using client and market-focused data and creative solutions.
• Develop and grow relationships with current and new accounts through calls, meetings, and industry events.
• Meet and exceed event and product budgeted sales goals.
• Coordinate with internal departments, including Content, Marketing, and Operations, using strong interpersonal skills.

People Management Responsibilities

• Develop integrated sales strategies and plans, ensuring effective communication and execution by the team.
• Recruit, hire, onboard, manage, and motivate a high-performing sales team.
• Create a best-practice sales environment, driving efficiency and effectiveness using the company’s sales framework and tools.
• Analyze data to measure and improve team and business performance.
• Build and execute plans for territories to retain and upsell clients, increasing total revenue per customer.
• Drive team success by achieving and exceeding goals/KPIs.
• Proactively identify new prospects and business opportunities.
• Stay informed on external market trends impacting clients and customers.
• Report accurate forecasting and performance metrics for personal and team results, highlighting risks and opportunities.
• Participate in developing new products, solutions, and target market prospects to secure high-value new business.
• Develop key account relationships and strategic account plans, involving internal specialists to align with business and customer needs.
• Foster and lead internal partnerships, ensuring collaboration with a customer focus.
• Develop and maintain positive working relationships across Informa.

What You Will Need to Succeed

• 10+ years of industry knowledge with proven experience in Event/Media/Digital sales management.
• Excellent management and coaching skills, including the ability to observe, evaluate, and provide meaningful feedback.
• Expertise in planning, developing, and executing strategic sales plans with accurate forecasting.
• Proven ability to grow key accounts and acquire new business through consultative selling across high-value event sponsorships, traditional media, and digital opportunities while handling multiple complex proposals.
• Strong analytical skills for mapping and analyzing product and client bases, competitor landscapes, and data review to draw actionable conclusions.
• Skilled in building rapport, opening doors, and understanding the business needs of senior decision-makers across companies of all sizes.
• Exceptional communication skills, both verbal and written, with expertise in creating and delivering impactful presentations.
• Ability to motivate a globally dispersed team and thrive within a matrix organization.
• Advanced knowledge of Salesforce or similar CRM systems to manage and forecast sales opportunities effectively.
• Base salary of $135K–$145K.
• Job listing expires on December 5th.

We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here’s some of what you can expect when you join us. But don’t just take our word for it – see what our colleagues have to say at LifeAt.Informa.com

Our benefits include: 

• Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive, and we support a range of working patterns
• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks
• Broader impact: take up to four days per year to volunteer, with charity match funding available too
• Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it’s time for the next step, we encourage and support internal job moves
• Time out: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year 
• Competitive benefits, including a 401k match, health, vision and dental insurance, parental leave and an ESPP offering company shares at a minimum 15% discount 
• Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more
• Recognition for great work, with global awards and kudos programs 
• As an international company, the chance to collaborate with teams around the world                  

We’re not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application.

At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law. Ask us or see our website for full information.

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