Director of Sales, Portfolio Accounts

About the Portfolio Team Our Portfolio Accounts team is a dynamic group of multifaceted sales professional who are passionate about driving revenue growth and building strong customer relationships with Informa TechTarget’s largest and most dynamic clients.  We collaborate closely with internal market, regional, and content experts to develop innovative solutions that meet our customers’ needs.  Our culture is fast-paced, results-driven, and highly supportive, where every team member has an opportunity to contribute, grow, and lead.  If you thrive in an environment that values creativity, strategic thinking, and teamwork, you’ll fit right in with us. Job Summary: We are seeking a highly adaptable and strategic Director of Sales to lead a dynamic team comprised of both seasoned Strategic Directors and developing Account Managers. This role is crucial for driving significant revenue growth across our diverse product lines within our most valuable client accounts. The ideal candidate will possess a proven track record of exceeding sales targets, fostering deep client relationships, orchestrating seamless collaboration across numerous internal teams, and effectively coaching and mentoring individuals at various stages of their sales careers. The Director of Sales will report into the SVP of Portfolio Accounts. Responsibilities: Strategic Leadership & Multi-Product Expertise: Together with the Strategic Director of each Pod, develop and execute comprehensive sales strategies that maximize revenue opportunities across our full suite of product offerings within Portfolio accounts. Team Management & Differentiated Coaching: Mentor and lead a diverse team of Strategic Directors and Account Managers, providing tailored coaching and development plans to address their varying experience levels and skill sets. Complex Account Planning & Execution: Together with the Strategic Director of each Pod, drive the creation and execution of detailed strategic account plans, considering the diverse needs of clients and aligning our multi-product solutions to their business objectives. Extensive Cross-Functional Collaboration: Act as a central point of coordination, working closely with product management, marketing, customer success, operations, legal, and finance teams to ensure seamless pre- and post-sales support and delivery. Relationship Management & Advocacy: Together with the Strategic Director of each Pod, build and nurture strong, trusted advisor relationships with key decision-makers at strategic accounts, advocating for their needs within our organization. Sales Process Optimization & Multi-Product Integration: Continuously refine sales processes to enhance efficiency and effectiveness, with a focus on integrating our diverse product lines into cohesive client solutions. Pipeline Management & Forecasting: Accurately forecast revenue across multiple product lines and manage the sales pipeline, providing transparent and insightful reports to executive leadership of the Revenue Office. Market Analysis & Competitive Intelligence: Stay informed on industry trends, competitive landscapes, and market dynamics across all product lines, identifying opportunities for growth and innovation. Negotiation & Complex Deal Closure: Together with the Strategic Director of each Pod, lead complex negotiations and contract closures, ensuring alignment with client needs and internal stakeholders across all product areas. Post-Sale Relationship & Expansion: Support the Pod to ensure smooth handoffs to customer success and other post-sales teams, collaborating on expansion opportunities and ensuring long term customer satisfaction across all product lines. Career Development & Performance Management: Implement performance management strategies that support the growth and development of team members at all career levels, providing regular feedback and guidance.