Account Director, Channels

Do you want to develop your career and make an impact in the fast-growth, fast-moving B2B technology space? At Informa TechTarget, you’ll collaborate and grow alongside some of the industry’s most respected experts. You’ll work with leading brands and be exposed to world-shaping innovations. You’ll apply your energy and intellect to helping clients be faster to market and faster to revenue. We’re a vibrant community of world-class practitioners – over 2000 colleagues strong – with offices in 19 locations around the world. We’re traded on Nasdaq and also part of Informa PLC, a global leader in business-to-business events, digital services, and academic research in the FTSE 100. About Informa TechTarget Informa TechTarget (Nasdaq: TTGT) informs, influences and connects the world’s technology buyers and sellers, to accelerate growth from R&D to ROI. With an unparalleled reach of over 220 highly targeted technology-specific websites and more than 50 million permissioned first-party audience members, Informa TechTarget has a unique understanding of and insight into technology markets. Underpinned by those audiences and their data, we offer expert-led, data-driven, and digitally enabled services that deliver significant impact and measurable outcomes to our clients. We provide our customers with: Trusted information that shapes the industry and informs investment Intelligence and advice that guides and influences strategy Advertising that grows reputation and establishes thought leadership Custom content that engages and prompts action Intent and demand generation that more precisely targets and converts Our organization is committed to sustainability, diversity, wellbeing, and ethical working practices. Visit informatechtarget.com and follow us on LinkedIn. For more information, visit informatechtarget.com and follow us on LinkedIn This role can be based in either our MA, NY, or CA offices. About the Role Informa TechTarget is hiring an Account Director, Channels to drive growth across a strategic portfolio of leading technology partner organizations, including global systems integrators, managed service providers, resellers, distributors and consulting firms. This is a senior individual contributor sales role combining new business development with strategic account growth. The Account Director will own a defined portfolio of high-value partner organizations, building new relationships, expanding existing ones and identifying opportunities to capture a greater share of the marketing investment flowing from technology vendors through their partner ecosystems. A major focus of the role will be helping partner organizations maximize the impact of market development funds (MDF), co-marketing funds and other vendor-funded investments. The successful candidate will understand how funding flows between technology OEMs, ISVs and their partners, and will work across alliance, practice and marketing teams to turn those investments into programs that build brand visibility, engage buyers and generate measurable pipeline. The Account Director will represent Informa TechTarget's broad portfolio of capabilities across content, brand, demand generation, audience activation, and analyst-led insights from Omdia. This is an opportunity to help build a differentiated Channel GTM business within one of the world's largest B2B technology information and marketing organizations.   Key Responsibilities  Territory & Account Growth Own and develop a strategic portfolio of leading technology partner organizations, with a primary focus on creating new revenue and expanding Informa TechTarget's presence within those accounts. Build pipeline through proactive prospecting, executive-level relationship development and consistent penetration of new buying centers within assigned accounts. Develop strategic account plans that map key stakeholders, technology vendor relationships, alliance practices, marketing priorities and potential funding sources. Build multi-threaded relationships across partner marketing, alliances, practices, sales and senior leadership. Identify opportunities to expand successful engagements across additional vendor practices, business units and solution areas within the same partner organization. Manage and grow existing strategic relationships that fall within the assigned territory while maintaining a strong focus on net-new revenue creation.  MDF & Partner GTM Growth Help customers maximize the impact of MDF, co-marketing funds and other investments received from technology OEMs, ISVs and strategic alliance partners. Understand how funding flows across major technology alliances and proactively identify opportunities where Informa TechTarget can help partners activate those investments. Work with customers to translate vendor priorities and available funding into scalable content, brand and demand generation programs. Help partner organizations demonstrate greater value back to their technology partners through measurable buyer engagement, campaign performance and pipeline outcomes. Identify repeatable opportunities across an account's portfolio of vendor relationships rather than approaching each alliance as an isolated campaign. Consultative Solution Selling Lead complex, consultative sales conversations focused on customer business goals and measurable outcomes. Position Informa TechTarget's capabilities across content, brand, demand generation, audience activation, and Omdia research and advisory services. Develop integrated programs that help customers build credibility with buyers, create demand, accelerate pipeline and improve return on partner marketing investments. Translate complex customer needs into clear, outcome-based programs and commercial proposals. Navigate multiple stakeholders, funding sources and decision-makers to progress and close high-value opportunities.  Collaboration Partner closely with Channel GTM leadership, Omdia's