Account Director, Channels

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 Channels & Partner Ecosystems team, account teams and internal specialists to develop and execute account strategies.
Bring the right subject-matter expertise into customer conversations while maintaining ownership of the commercial relationship and opportunity.
Share customer and market feedback with product and solution teams to help evolve Informa TechTarget's partner and channel offerings.
Contribute to repeatable sales plays and best practices for selling directly to technology partner organizations.
Skills & Experience
8+ years of successful B2B sales experience, ideally within technology media, marketing services, demand generation, channel marketing, partner marketing or the broader technology ecosystem.
Strong understanding of the IT channel and the relationships between technology vendors, GSIs, MSPs, resellers, distributors, consulting firms and other partner organizations.
Working knowledge of MDF, co-marketing funds, alliance marketing and vendor-funded go-to-market programs.
Demonstrated success hunting within large, complex named accounts and creating new relationships and revenue opportunities.
Proven ability to grow existing strategic accounts through expansion into new stakeholders, business units, practices or use cases.
Strong understanding of B2B marketing services, particularly content, brand, demand generation and integrated campaign strategy.
Experience navigating complex, consultative enterprise sales cycles involving multiple stakeholders and funding sources.
Ability to build credibility with senior marketing, alliance, sales and business leaders.
Strong commercial judgment, executive presence and negotiation skills, with a track record of closing meaningful revenue.
Exceptional communication and storytelling skills, with the ability to connect individual capabilities to broader customer business outcomes.
Preferred experience includes:
Existing relationships within major GSIs, MSPs, resellers, distributors or consulting organizations.
Experience selling directly to large technology partner organizations.
Experience working with or around major technology ecosystems such as Microsoft, AWS, Google Cloud, Cisco, Dell Technologies, IBM, ServiceNow, SAP or similar organizations.
Experience selling programs funded through MDF or other vendor-sponsored marketing budgets.
Familiarity with partner marketing, alliance marketing, channel demand generation or through-partner marketing motions.
What Success Looks Like
Generate meaningful net-new revenue across the assigned strategic account portfolio.
Increase Informa TechTarget's share of MDF and other vendor-funded marketing investment within targeted partner organizations.
Establish new senior relationships and buying centers across multiple vendor practices and alliances within assigned accounts.
Build a repeatable pipeline of larger, strategic partner marketing programs while growing long-term relationships with some of the industry's most important technology partner organizations.

Employment type
Full-time

Work arrangement
Yes