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 trade shows and conferences, and results-driven marketing services and advertising. Aviation Week Network is part of Informa Markets, a division of Informa PLC.

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.

• 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.

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

• 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.