Senior Account Director

Overview

In this strategic sales role based in London, you will manage high-value accounts and drive new business across Europe, Middle East and Africa. You’ll expand existing relationships while winning new logo customers in the IT vendor ecosystem. You’ll align with analysts to guide clients on product, marketing and go-to-market decisions using trusted research.

This position offers cross-functional collaboration and impact on vendor strategies and market positioning. Join IDC to shape technology insights for leading vendors across the region.

Pay / Benefits

• private healthcare
• non-contributory 8% pension plan
• 28 days of holidays
• volunteering day
• Hybrid working (1-2 days in office per week)
• Global company-wide shutdown periods

• Achieve sales targets by expanding existing accounts and identifying new opportunities within IDCs vendor-focused portfolio
• Manage and grow a portfolio of accounts, focusing on retention, expansion, and long-term partnerships
• Own end-to-end sales process from prospecting to upselling within established clients
• Identify, qualify, and convert high-value prospects across Europe, targeting key technology vendors
• Collaborate with Marketing and Product Development to align sales efforts with vendor use cases
• Monitor industry trends and competitor activities to adapt positioning and maintain relevance
• Maintain accurate monthly and quarterly forecasts of sales activity

• 10+ years of B2B sales experience, ideally selling to IT vendors or within ICT
• Proven track record in full sales cycle including account management and new business prospecting
• Executive presence with ability to influence senior leadership and C-suite
• Self-driven, results-oriented mindset in a fast-paced, complex environment
• Excellent communication, presentation, writing, critical thinking, and negotiation skills
• Ability to collaborate across a distributed, international team
• Fluency in English; additional European languages are a plus
• Education: BA/BS degree or equivalent experience
• Willingness to travel regularly across Europe for client meetings and events

• relationship-building
• strategic thinking
• effective communication
• full sales cycle management
• forecasting and pipeline management
• market intelligence and competitive awareness