Senior Director - Growth Accounts


Title: Senior Director - Growth Accounts
Report to: Senior Vice President, Strategic Accounts
Location: Boston

451 Research, an independent IT analyst company focused on the business of enterprise IT innovation, seeks a Senior Director, Sales, Growth Accounts. In this role, you will lead an account executive team whose primary goal is to generate revenue and maximize profits. The position could be based in our Boston office and offers a competitive total compensation package and room for growth within the organization.

The ideal candidate will have a bachelor’s degree with an excellent academic track record, strong communication and relationship management skills and ten or more years of leadership, team management and sales experience with external clients. Knowledge of the technology industry or syndicated research services is a plus, and prior experience servicing or supporting the Information Technology industry is highly preferred.

Responsibilities:
  • Direct the management staff in meeting sales objectives and goals.
  • Plan, direct and implement sales programs for one or more of the company's product line.
  • Develop, forecast and monitor budget and use operational resources.
  • Maintain contact with key markets and customers while maximizing potential volume.
  • Plan and direct sales force activities to maximize profit from all segments of the market.
  • Lead the team to generate new sales opportunities through systematic prospecting, outbound calls and trial management.
  • Drive questions and uncover prospects’ unique business needs in order to manage the trial process, tailoring the information that 451 Research provides to those needs.
  • Clearly and effectively work with the Chief Revenue Officer to demonstrate 451 Research’s value proposition through in-person and over-the-phone presentations.
  • Consistently achieve monthly sales targets and quarterly goals.
  • Liaise with client services to ensure that clients gain maximum value from research relationships.
Key Attributes:

  • Minimum of a bachelor's degree.
  • 10+ years of professional experience.
  • Direct sales management experience preferred.
  • Understanding of basic IT research principles and key markets of the IT landscape.
  • Strong communication skills, both written and verbal (phone experience a must).
  • Experience with all MS office applications, a CRM software and a proven ability to be resourceful in leveraging technology and web platforms for enhanced due diligence.
  • An interest in a long-term role and growth opportunities.
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