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- Tasks: Lead a global team to maximise account renewals and drive upsell growth.
- Company: Join Informa TechTarget, a leader in B2B technology with a vibrant community.
- Benefits: Enjoy 25 days annual leave, flexible benefits, and career development opportunities.
- Why this job: Make a real impact in a fast-paced environment while collaborating with industry experts.
- Qualifications: Experience in B2B account management and strong leadership skills required.
- Other info: Be part of a diverse culture with global collaboration and recognition for your achievements.
The predicted salary is between 72000 - 108000 £ per year.
Do you want to develop your career and make an impact in the fast-growth, fast-moving B2B technology space? At Informa TechTarget, you’ll collaborate and grow alongside some of the industry’s most respected experts. You’ll work with leading brands and be exposed to world-shaping innovations. You’ll apply your energy and intellect to helping clients be faster to market and faster to revenue. We’re a vibrant community of world-class practitioners – over 2000 colleagues strong – with offices in 19 locations around the world.
About Informa TechTarget
Informa TechTarget (Nasdaq: TTGT) informs, influences and connects the world’s technology buyers and sellers, to accelerate growth from R&D to ROI. With an unparalleled reach of over 220 highly targeted technology-specific websites and more than 50 million permissioned first-party audience members, they offer expert-led, data-driven, and digitally enabled services that deliver significant impact and measurable outcomes to clients.
Are you a strategic leader with a passion for driving operational excellence and delivering exceptional results in high-volume customer segments? If so, we have an exciting opportunity for you to join our team as Vice President, Core Accounts at Omdia part of Informa TechTarget.
About the Role
As the VP of Core Accounts, you will lead our global Core Accounts function, overseeing a portfolio of ~1,000 accounts. Your mission will be to maximize renewal efficiency, drive low-friction upsell growth, and maintain a strong, foundational customer base. This role is pivotal in ensuring operational excellence, high renewal rates, and scalable growth through digitized, low-touch playbooks. You will own the strategy and execution for reducing the Cost of Service (COS) while improving upsell efficiency.
Key Responsibilities
- Develop and optimize scalable, self-serve renewal strategies to achieve top-tier Gross Renewal Rates (GRR).
- Proactively identify and mitigate risks for accounts with low product adoption or engagement.
- Manage high-volume contract execution and negotiation with speed and consistency.
- Collaborate with platform, Customer Success, and Marketing teams to design and implement low-touch playbooks using digital tools and automation.
- Optimize the use of technology stacks (CRM, marketing automation, Customer Success Platforms) to enhance efficiency and increase Account Manager capacity.
- Establish metrics and reporting to measure efficiency, such as revenue per Account Manager and time-to-renewal.
- Partner with Marketing and Product teams to create scalable upsell campaigns targeting the Core Account segment.
- Leverage data to identify quick-win upgrade opportunities requiring minimal sales intervention.
- Align incentive structures to balance high renewal rates with upsell efficiency.
- Lead and motivate a high-performing team focused on process-driven excellence and efficiency.
- Implement rigorous performance metrics, coaching routines, and development programs.
- Manage territory assignments and capacity planning to effectively cover the customer base.
Qualifications
- Expertise in enterprise B2B account management, ideally in technology, SaaS, or research industries.
- Strong strategic planning, negotiation, and commercial acumen for managing complex, multi-product relationships.
- Proven success in retention, upsell, and cross-sell strategy execution.
- Data-driven management with advanced CRM proficiency (Salesforce or equivalent) and analytical rigour.
- Exceptional team leadership, talent development, and coaching skills.
- Significant experience in B2B sales/account management and leadership roles managing high-volume, low-touch customer segments or subscription/renewal teams.
- Deep understanding of recurring revenue models (ARR), retention best practices, and technology-driven engagement.
- Strong focus on P&L and Cost of Service reduction, with experience in high-volume contract negotiation.
- Expertise in CRM and Customer Success platforms to automate workflows and drive data-driven decisions.
What Success Looks Like
- Gross Renewal Rate (GRR): Achieving high and consistent renewal rates across the Core Account portfolio.
- Upsell Efficiency: Driving scalable, low-cost upsell execution within the existing customer base.
- Operational Maturity: Implementing digitized, efficient self-serve/renewal playbooks and processes.
- Team Performance: Building a high-performing, process-driven team that meets renewal and upsell efficiency targets.
Benefits
- Great community: a welcoming culture with in-person and online social events and active diversity and inclusion networks.
- Broader impact: up to four days per year to volunteer, with charity match funding available.
- Career opportunity: 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.
- Time out: 25 days annual leave, rising to 27 days after two years, plus a birthday leave day and the chance to work from anywhere for up to four weeks a year.
- Flexible personal benefits and company funded private medical cover.
- ShareMatch scheme to become an Informa shareholder with free matching shares.
- Strong wellbeing support through EAP assistance, mental health first aiders, healthy living subsidy, access to health apps and more.
- Recognition for great work, global awards and kudos programmes.
- International collaboration with teams around the world.
VP, Core Accounts employer: Informa TechTarget
Contact Detail:
Informa TechTarget Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land VP, Core Accounts
✨Tip Number 1
Network like a pro! Get out there and connect with industry folks on LinkedIn or at events. The more people you know, the better your chances of landing that VP role.
✨Tip Number 2
Showcase your expertise! Share insights or write articles about B2B strategies and operational excellence. This not only builds your personal brand but also gets you noticed by potential employers.
✨Tip Number 3
Prepare for interviews by researching the company’s recent projects and challenges. Tailor your responses to show how your experience can help them achieve high renewal rates and upsell efficiency.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets seen by the right people. Plus, we love seeing candidates who are proactive!
We think you need these skills to ace VP, Core Accounts
Some tips for your application 🫡
Tailor Your Application: Make sure to customise your CV and cover letter for the VP, Core Accounts role. Highlight your experience in B2B account management and any relevant achievements that align with our mission at Informa TechTarget.
Showcase Your Data Skills: Since we value data-driven decision-making, don’t forget to mention your proficiency with CRM tools like Salesforce. Share examples of how you've used data to drive retention and upsell strategies in your previous roles.
Be Authentic: Let your personality shine through in your application. We’re looking for someone who can lead a team and foster a vibrant community, so don’t hesitate to share your leadership style and how you motivate others.
Apply Through Our Website: We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for this exciting opportunity to join our team!
How to prepare for a job interview at Informa TechTarget
✨Know Your Numbers
As a VP of Core Accounts, you'll need to demonstrate your understanding of key metrics like Gross Renewal Rates and upsell efficiency. Brush up on your data analysis skills and be ready to discuss how you've used metrics to drive success in previous roles.
✨Showcase Your Strategic Mindset
This role requires a strong strategic leader. Prepare examples of how you've developed and executed successful account management strategies in the past. Think about specific challenges you faced and how your strategic decisions led to measurable outcomes.
✨Familiarise Yourself with Technology Stacks
Since the role involves optimising CRM and Customer Success platforms, make sure you're well-versed in the tools mentioned in the job description. Be ready to discuss how you've leveraged technology to enhance efficiency and improve customer engagement.
✨Demonstrate Team Leadership Skills
You'll be leading a high-performing team, so it's crucial to highlight your leadership experience. Prepare to share your approach to talent development, coaching, and how you've motivated teams to achieve renewal and upsell targets in a fast-paced environment.
