Account Director

Overview

About the Role & Team

This is a new business sales role where you'll be responsible for identifying and winning net new logo customers across a large geographic territory including Italy, Spain, Portugal and much of Southern Europe. Success in this position requires strong prospecting abilities, as you'll build your own pipeline and drive deals from initial contact through to closing the deal.

Tech Buyer is a rapidly growing part of IDC. As a member of this team you would align with industry leading analysts to identify and work with end user customers who are looking for market intelligence, advisory services, and data-driven insights. We help our customers to make informed business and investment decisions related to their IT requirements and predicted spend.

What You’ll Do

 The Account Director role and responsibilities include but are not limited to:

• Drive Quota Achievement: Meet or exceed sales targets by identifying prospects, building relationships and positioning IDC’s end user portfolio.
• Lead end-to-end sales processes, focusing on acquiring new logo clients in the Enterprise sector.
• Collaborate with cross-functional teams, including Marketing and Product Development, to drive sales efforts.
• Maintain an accurate forecast of your business on a monthly and quarterly basis.
• Own your pipeline: identify, qualify, and convert high-value prospects across the geographical region in multiple vertical markets to support the revenue quota.
• Monitor industry trends and competitor activities to adapt strategies and maintain market relevance.
• Identify and lead campaigns that will increase pipeline and grow your business.

What You Bring

• Hunter Mentality: Self-driven, results-oriented, and skilled at pipeline generation and strategic territory management within complex stakeholder environments.
• 8+ years of enterprise sales experience, with a proven track record in strategic account management and expansion.
• Experience selling market intelligence, data, or research and advisory services to enterprise customers.
• Strong executive presence, relationship-building skills, and the ability to influence at the C-suite level.
• Proven experience in managing the full sales cycle, including prospecting and direct engagement.
• Strong passion for acquiring new logos with a successful track record of onboarding major clients.
• Strong interpersonal skills and the ability to work in a remote team environment.

• BA/BS level degree or equivalent
• Bi-lingual Italian and English. Spanish or French are a plus
• Strong presentation, writing, critical thinking, and negotiation skills
• Self-starter with good organization and time management skills; able to work at fast pace, to achieve targets & business goals
• Excellent interpersonal skills to work across IDC local business units worldwide and within IDC Global Solutions
• Very strong presentation skills to senior level executives
• Must have the ability to travel up to 40% of the time
• Hybrid work model (2/3 times a week in the office)

Why This Role Stands Out At IDC, your work helps shape how the world understands technology and where it goes next. You collaborate with curious, high-caliber colleagues who value rigor, integrity, and shared success. As the premier global provider of trusted technology intelligence, IDC equips business and technology leaders with the evidence they need to make confident decisions. Our insights inform strategy, investment, and innovation across industries and regions.

Recognized by IIAR as Analyst Firm of the Year for five consecutive years, IDC sets the standard for credibility and impact. With more than 1,000 analysts worldwide and a truly global perspective, we combine deep expertise with practical relevance. Here, your ideas matter, your voice is heard, and your contributions provide the insights leaders rely on every day. It is meaningful work, backed by a culture that supports growth, collaboration, and long-term career development with a globally respected brand.

What We Offer

• Individualized Culture: An environment where you can explore new areas outside your specialty and stay engaged with work you enjoy.
• Hybrid Working: Hybrid working with 2-3 days in office per week required.
• Time-off and holidays: On top of your statutory holiday allowance and public holidays, IDC grants annually reviewed company-wide closures (Unplug Day) and 24 December – 1 January inclusive (Global Shutdown) and a volunteering day.
• A position in a highly professional and globally respected market research and advisory firm, where initiative leading to results is rewarded.

The expected total annual compensation, depending on location and experience, is between €84,000.00 – €120,000 inclusive of base salary and variable compensation.

Equal Opportunity Employer

IDC is committed to providing equal employment opportunities for all qualified persons. Employment eligibility verification required. We participate in E-Verify. 

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