At a Glance
- Tasks: Lead international sales for Black Hat events, driving revenue and strategic growth.
- Company: Join Informa Festivals, a leader in cybersecurity events with a vibrant culture.
- Benefits: Enjoy 25 days annual leave, flexible work options, and comprehensive wellbeing support.
- Other info: Collaborate with diverse teams worldwide and engage in community-focused initiatives.
- Why this job: Make a global impact in cybersecurity while developing your career in a dynamic environment.
- Qualifications: 7+ years in B2B event sales, with leadership experience and a strategic mindset.
The predicted salary is between 80000 - 100000 £ per year.
Are you a strategic sales leader with a proven track record of building international event revenue and developing market-specific growth strategies? Informa Festivals is seeking a Director of International Sales to spearhead growth for our world‑renowned cybersecurity event portfolio, focusing on Black Hat Europe, Black Hat Asia, and expansion into new regional markets.
Regional Event Sales Leadership
- Own and drive the international sales strategy for Black Hat Europe (London) and Black Hat Asia (Singapore), with responsibility for exhibition, sponsorship, and partnership revenue.
- Develop and execute territory‑specific plans that maximize sponsor sales revenue for assigned regional events.
- Build and maintain a robust pipeline of international exhibitors, sponsors, and strategic partners across all regional events.
- Drive consistent year‑over‑year growth across the international event portfolio.
Strategic Market Development & Competitive Intelligence
- Conduct competitive analysis of regional cybersecurity events, identifying market gaps, positioning opportunities, and differentiation strategies.
- Develop market‑specific growth initiatives tailored to regional dynamics, customer needs, and competitive landscape.
- Analyze market trends, customer behavior, and competitor activities to inform pricing strategies and value propositions.
- Monitor competitor moves and adjust strategies to maintain Black Hat's market leadership position.
Market Development
- Identify and develop new revenue channels including sales agency partnerships, country pavilions, and channel partner programs.
- Design innovative partnership models including hosted buyer programs to drive sales growth.
- Develop and manage partner programs with clear value propositions, performance metrics, and ROI tracking.
Direct Sales Accountability
- Manage a strategic sales territory covering key accounts and high‑priority markets.
- Own revenue targets for assigned territory, including exhibition sales, sponsorships, and strategic partnerships.
- Conduct prospecting, relationship building, negotiations, and deal closures for major accounts.
- Model best practices in consultative selling, customer engagement, and deal structuring.
Team Leadership
- Lead and mentor sales team members and external partners, fostering a high‑performance, customer‑centric culture.
- Create a customer‑centric culture that prioritizes long‑term relationships and sustainable growth.
- Develop comprehensive strategies that maximize customer lifetime value and reduce churn.
- Provide hands‑on guidance on complex negotiations, competitive positioning, and account strategy.
- Balance individual sales responsibilities with team development and strategic oversight.
Cross‑Functional Collaboration
- Partner with marketing teams to develop regional campaigns, competitive positioning, and sales enablement materials.
- Collaborate with event operations and content teams to ensure programming reflects regional market needs and competitive advantages.
- Provide market intelligence and competitive insights to inform event strategy, product development, and expansion decisions.
Essential Experience
- 7+ years of B2B event sales experience with at least 3+ years in a leadership role driving international revenue growth.
- Proven track record in trade shows, exhibitions, or conference sales with responsibility for multiple markets.
- Strong strategic thinking and analytical skills with experience developing market‑specific growth strategies.
- Experience working across EMEA, APAC, or other international markets.
Preferred Experience
- Technology events or B2B technology sales background highly desirable.
- Experience with sales agency management, channel partnerships, or the like.
- Knowledge of the cybersecurity industry landscape and competitive event environment.
- Customer‑centric mindset with deep understanding of customer success principles.
Personal Attributes
- Relationship‑focused approach with genuine passion for customer success.
- Analytical mindset with ability to identify patterns and optimize retention strategies.
- Collaborative leadership style that builds trust and drives team performance.
- Integrity and professionalism that builds long‑term customer and team loyalty.
Benefits
- 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; internal job moves are encouraged and supported.
- Time out: 25 days annual leave, rising to 27 days after two years, plus a birthday leave day and the chance to work from almost anywhere for up to four weeks a year.
- A flexible range of personal benefits to choose from, plus company funded private medical cover.
- A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares.
- Strong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps and more.
- Recognition for great work, with global awards and kudos programmes.
- As an international company, the chance to collaborate with teams around the world.
Director, International Sales - Black Hat in City of Westminster employer: informa PLC
Informa Festivals is an exceptional employer, offering a vibrant work culture that prioritises community and collaboration. With a strong focus on employee growth through bespoke training and mentoring, as well as generous benefits like flexible working arrangements and extensive leave options, we empower our team to thrive both personally and professionally. Join us in London to lead the international sales strategy for our prestigious Black Hat events, where your contributions will directly impact our global cybersecurity portfolio.
StudySmarter Expert Advice🤫
We think this is how you could land Director, International Sales - Black Hat in City of Westminster
✨Get Involved in the Cybersecurity Community
Diving into the cybersecurity community is key for landing that full-time gig. Join forums like Reddit's r/cybersecurity or attend local meetups to connect with industry veterans and other job seekers. Networking is everything in this field—don’t just be a passive lurker!
✨Show Off Your Skills with Capture the Flag Competitions
Participate in Capture the Flag (CTF) competitions; these are not just a fun way to boost your skills but also a chance to showcase your talent to potential employers. Many companies, including informa PLC, love seeing candidates who actively engage in these challenges.
✨Tailor Your Online Presence
Make sure your LinkedIn and any professional profiles reflect your cybersecurity expertise. Share your projects, whether they’re personal or from a previous role, to catch the eye of hiring managers. This is how they’ll find your passion and commitment to the field!
✨Apply Directly Through informa PLC
Don’t forget to head straight to our website and check out any openings for cybersecurity roles at informa PLC. Applying directly can sometimes give you an edge, especially if you can mention that you've been following our work or engaging in the community.
We think you need these skills to ace Director, International Sales - Black Hat in City of Westminster
Some tips for your application 🫡
Show off your technical skills:In cybersecurity, it's crucial to highlight your technical prowess. Make sure your CV showcases specific skills like network security, penetration testing, or threat analysis. If you have relevant certifications (like CEH or CISSP), pop those on the front page to grab attention!
Tailor your portfolio for the role:Even for a full-time role, a portfolio can set you apart. If you've worked on any cybersecurity projects—be it CTF challenges, security assessments, or research papers—include these in your application. This demonstrates not just your skills, but also your hands-on experience!
Use real-world examples:When writing your cover letter, don’t just stick to your qualifications. Share real-world examples of how you’ve tackled security issues or vulnerabilities. This gives the hiring team at informa PLC insight into your practical problem-solving abilities and makes your application memorable.
Demonstrate your passion for cybersecurity:Cybersecurity is an ever-evolving field, so show us that you’re always learning! Mention any recent courses, webinars, or industry events you’ve attended. This not only exhibits your enthusiasm but also signals to informa PLC that you’re committed to staying ahead in the game.
How to prepare for a job interview at informa PLC
✨Sharpen Your Technical Skills
For a role in cybersecurity, it’s essential to be up-to-date with the latest tools and techniques. Brush up on your knowledge of firewalls, intrusion detection systems, and vulnerability assessment tools. Be ready to discuss specific scenarios where you’ve applied these skills, as hands-on experience can really set us apart in interviews.
✨Prepare for Scenario-Based Questions
Expect the interviewers at informa PLC to throw in some hypothetical situations to see how you’d handle them. Think about common security breaches or incidents and be prepared to explain how you would respond. This not only shows your problem-solving skills but also your understanding of real-world cybersecurity challenges.
✨Highlight Your Certifications
Certifications like CompTIA Security+, CISSP, or CEH can give you a significant edge in a full-time role in cybersecurity. Make sure to mention these during your interview and be prepared to discuss what you learned through those certifications and how they relate to the position at informa PLC.
✨Show Your Passion for Cybersecurity
Since you’re going for a full-time gig, showing genuine enthusiasm for the field can make all the difference. Share any personal projects, blogs, or communities you’re part of that relate to cybersecurity. This not only showcases your passion but also your commitment to staying engaged in this ever-evolving field.
