Account Director, Channels (B2B Technology)

Location: Hybrid role based in the MA, NY, or CA offices; in-person work is required three days a week or more.

Salary: $120,000–$125,000 annually based on experience, plus commission.

Company

Informa TechTarget provides technology information, audience data, digital marketing services, demand generation, advertising, custom content, and analyst-led research for technology buyers and sellers.

What you will do

• Own and grow a strategic portfolio of technology partner organizations, including GSIs, MSPs, resellers, distributors, and consulting firms.
• Generate new revenue through proactive prospecting, executive relationship development, and expansion into new buying centers.
• Develop account plans covering stakeholders, vendor relationships, alliance practices, marketing priorities, and funding sources.
• Help partners activate MDF, co-marketing funds, and other vendor-funded investments through scalable content, brand, and demand generation programs.
• Lead consultative sales conversations and position content, audience activation, demand generation, and Omdia research and advisory services.
• Collaborate with Channel GTM leadership, Omdia teams, account teams, and internal specialists to develop account strategies and repeatable sales plays.

Requirements

• 8+ years of successful B2B sales experience, ideally in technology media, marketing services, demand generation, channel marketing, partner marketing, or the broader technology ecosystem.
• Strong understanding of IT channels and relationships among technology vendors, GSIs, MSPs, resellers, distributors, and consulting firms.
• Working knowledge of MDF, co-marketing funds, alliance marketing, and vendor-funded go-to-market programs.
• Demonstrated success developing complex named accounts, creating new revenue opportunities, and expanding strategic relationships.
• Experience with consultative enterprise sales cycles involving multiple stakeholders and funding sources.
• Strong executive communication, storytelling, negotiation, commercial judgment, and relationship-building skills.

Nice to have

• Existing relationships with major GSIs, MSPs, resellers, distributors, or consulting organizations.
• Experience selling directly to large technology partner organizations.
• Experience with ecosystems such as Microsoft, AWS, Google Cloud, Cisco, Dell Technologies, IBM, ServiceNow, or SAP.
• Experience selling programs funded through MDF or other vendor-sponsored marketing budgets.

Culture & Benefits

• Collaborative international environment with colleagues and teams across global offices.
• Flexibility to work from home or remotely when not working in an office or at an event.
• Open vacation, 10 national holidays, and the opportunity to work from almost anywhere for up to four weeks per year.
• 401(k) match, health, vision and dental insurance, parental leave, and an employee share purchase plan.
• Training, mentoring, LinkedIn Learning access, wellbeing support, volunteer time, and employee recognition programs.