Strategic Account Manager

Company Description

Informa Markets, a division within Informa, creates global platforms for industries. We organize over 500 large-scale branded and transaction-oriented events in 14 specialist markets. These are typically not-to-be-missed annual events where buyers and sellers build relationships, see and show products and do business.

We also provide year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads, and we provide data and digital content that supports the flow of knowledge and transactions in markets.

Aviation Week by Informa is the largest multimedia information and services provider for the global aviation, aerospace, and defense industries, serving 1.7 million professionals around the world.

Industry professionals rely on Aviation Week to help them understand the market, make decisions, predict trends, and connect with people and business opportunities. Customers include the world's leading aerospace manufacturers and suppliers, airlines, airports, business aviation operators, militaries, governments, and other organizations that serve this worldwide marketplace.

Aviation Week‘s portfolio delivers award-winning journalism, data, intelligence and analytical resources, world-class tradeshows and conferences, and results-driven marketing services and advertising. Aviation Week Network is part of Informa Markets, a division of Informa PLC.

Job Description

This role is based in our Washington, DC office on a hybrid schedule. Other locations, including New York City, Kansas City, Dallas or Philadelphia will be considered.

This Strategic Account Manager drives customer retention and business growth by exceeding revenue targets and building strong relationships. They sell across multiple products to a diverse Aerospace and Aviation customer base, across a vertical and geographic BDM territory, ensuring exceptional experiences and fostering loyalty.

Role Responsibilities

• Exceed sales quotas across multiple products and revenue streams.
• Build and manage a pipeline of new customers and retention opportunities for sustainable growth.
• Use Salesforce to track client interactions, opportunities, and forecasts that are up to date and accurate.
• Meet weekly KPIs through proactive client engagement and follow-ups.
• Collaborate with Sales Leadership to execute strategies and leverage market trends.
• Negotiate contracts, address objections, and close deals effectively.
• Foster strong customer relationships and deliver exceptional experiences.
• Conduct market research to identify growth opportunities and stay updated on industry trends.
• Maintain accurate sales data for tracking and forecasting.
• Attend trade shows and events to establish industry presence and stay informed.
• Work with internal teams to meet customer needs and achieve sales goals.
• Requires regular travel, including attendance at trade shows and within the assigned territory to engage with prospects and customers.
• Perform additional tasks as required.

Performance Targets:

• Daily call/email quotas
• Weekly demo quotas
• Monthly retention goals
• Revenue growth targets
• Account growth objectives

Qualifications

• 5 years of sales or business development experience, ideally in digital market intelligence resources, aerospace, digital services/SaaS.
• Proven ability to negotiate, handle objections, and close deals with a consultative approach.
• Success in high-level sales within fast-paced, target-driven environments.
• Strategic thinker with strong relationship management and growth identification skills.
• Proficient in MS Office and Salesforce for sales tracking and reporting.
• Self-motivated, collaborative, and eager to learn industry trends.
• Willing to travel up to 30% for client meetings and events.

Key Competencies

• High Energy – persistent and positive attitude throughout the sales cycles
• Results Driven – thrives on competition and has a high commitment to exceeding targets
• Resilient – uses challenges as motivation to improve performance
• Entrepreneurial – takes ownership of sales territory like a business owner, identifying creative solutions and new opportunities

Additional Information

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:

• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active colleague groups and networks promoting a positive, supportive, and collaborative work environment
• 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

The pay range for this position is $75,000 - $85,000, plus commission. Actual offers will be determined using a combination of factors, including location, qualifications and relevant experience.

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.

If you would like to request reasonable adjustments or accommodations to assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence. 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.