Job Description

The Business Development Specialist will join our top performing sales team and be responsible for identifying new prospects, inside sales and customer service for Black Hat and other related Cybersecurity events, media products and services. This opportunity will require a motivated customer-oriented sales support professional to prospect for new business via email and phone with the goal of selling exhibit space, sponsorships, and digital media programs.

Candidates with a curiosity about technology, cybersecurity, or Business-to-Business sales, who are looking to learn and grow with one of the best event and media companies in the world are encouraged to apply.

Day-to-Day Responsibilities

• Manage the processing and assignment of incoming leads.
• Meet daily and weekly targets for sales calls and call reports, including selling new business and providing customer service throughout the entire sales cycle.
• Make outbound calls and send emails to prospects, communicating specific issues, targets, trends, and opportunities with knowledge of the cybersecurity space.
• Focus on new business sales of exhibit space, sponsorships, digital media, and lead generation programs.
• Collaborate with the Head of Sales, Senior Managers, and the team of Sales Managers to drive team goal achievement.
• Assist customers with online contract applications and manually enter sales order contracts into Salesforce.com, ensuring contract completion and accuracy.
• Maintain the Salesforce.com customer database for accuracy and call reports, conducting data clean-up each show cycle and ongoing maintenance per policies.
• Actively manage sales pipeline opportunity stages to ensure it accurately reflects prospects' statuses, using pipeline reports to provide sales forecasts to management.
• Perform market analysis of the cybersecurity space to enhance the team’s understanding of market share by technology, region, and other factors.

Due to growth in our portfolio and market demand, an exciting opportunity has become available for a Business Development Associate within Informa Festival’s Black Hat sales team.

You will have amazing success at Informa if you are interested in a career in sales, strong in data analytics, results focused and self-driven. Please apply if you are ready to jump in and start contributing right away to some of our most high-profile brands in this fast-paced technology sector.

Qualifications

What You Will Need to Succeed

• College degree in marketing or sales with at least one year of sales administration, sales support, or direct sales experience.
• Strong interpersonal and organizational skills with attention to detail.
• Proficiency in MS Office (Word, Excel, PowerPoint), Salesforce.com, and other software packages.
• Strong phone sales and prospecting skills.
• Excellent relationship and rapport-building abilities.
• Proven ability to set conference call meetings and appointments.
• Consultative sales approach with the ability to identify and meet customer needs and goals, driven by an achievement-oriented mindset.
• Willingness to travel up to 10% for 1-3 regional events nationally.
• 1-2 years of selling experience; experience selling marketing services is a plus.

Other Key Success Attributes

• Ability to sell business solutions in the cybersecurity marketplace.
• Experience in a B2B media environment is a plus.
• Knowledge and understanding of trade show sales strategies is highly valuable.
• Ability to listen to and understand customers’ expectations, needs, and wants.
• Skilled in anticipating and responding to potential opportunities and threats relevant to market and industry conditions.

Compensation:
The salary range for this position is $65,000–$75,000, with additional commission on net sales, providing significant earning potential based on performance.

This job posting will close on December 29th.

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:

• Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive, and we support a range of working patterns
• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks
• 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

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.

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.

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