Vice President IT Buyer Digital Product Sales

Overview

IDC is searching for a Vice President, IT Buyer Digital Product Sales. The VP will be building a new Software-as-a-Service (SaaS) technology business for IDC, a new initiative that is part of IDG's broader Blackstone-sponsored transformational growth. The new business leverages the latest in artificial intelligence (AI) technology to offer IDC's decades of data and insights on how people buy and sell software to CIOs in a fundamentally new way.

The Vice President will be responsible for driving revenue growth through the development and execution of comprehensive digital sales strategies and product-led growth for CIOs and team members.

The VP will be at the forefront of our transformative journey, responsible for building and leading a high-performing sales team dedicated to addressing the unique needs of CIOs. The VP will be instrumental in driving revenue growth through a customer‑centric approach, leveraging product‑led strategies specifically designed for CIOs. This role offers a unique opportunity to shape the future of our sales organization and contribute to the success of our PLG initiative targeting CIOs.

Reporting to the SVP, IT Buyer Digital Product, the VP will lead a team of digital sales professionals to achieve targets and exceed revenue goals. The VP is responsible for oversight, guidance, and mentorship to their team to ensure that individual and team sales targets are met. This will include setting performance goals, conducting performance evaluations, and implementing training programs to enhance team skills and capabilities.

IDC, the largest division of IDG, is the most respected global technology market research firm. Building upon terabytes of proprietary data, expert thought leadership, and existing digital products, IDC is creating new generative Artificial Intelligence (AI)-powered business lines that serve its customers in fundamentally new ways.

• Recruit and build a team comprised of inside sales and product specialists.
• Provide leadership, guidance, and mentorship to a team of digital sale professionals to achieve individual and team targets.
• Develop and implement digital sales strategies with the PLG initiative targeting CIOs to drive user adoption, expansion, and retention aligned with overall company objectives for growth and market share.
• Collaborate with cross‑functional teams, including product, marketing, and customer success, to ensure seamless execution of PLG strategies for CIOs.
• Build and nurture relationships with key clients and partners; the AVP will play a key role in identifying and cultivating these relationships to maximize sales opportunities, maintain customer satisfaction, and secure long‑term partnerships.
• Understand the unique needs and challenges faced by CIOs, using insights to inform sales strategies and product improvements.
• Implement customer segmentation strategies to tailor sales approaches based on CIO profiles.
• Analyze market trends, customer insights, and competitive intelligence to identify new opportunities and optimize sales strategies.
• Collaborate with cross‑functional teams including marketing, product development, and operations to ensure alignment and maximize effectiveness of digital sales efforts.
• Stay updated on emerging digital sales technologies, platforms, and best practices to continuously innovate and improve sales effectiveness.
• Utilize data analytics to identify trends, opportunities, and areas for improvement in the sales process for CIOs.
• Develop and maintain strong relationships with internal stakeholders to drive collaboration and support digital sales initiatives.
• Represent the company at industry events, conferences, and client meetings to promote our digital sales offerings and establish thought leadership.
• Ensure compliance with company policies, industry regulations, and ethical standards in all digital sales to maintain the company reputation and integrity.

• Bachelor’s degree in business administration, marketing, or related field; MBA or equivalent preferred.
• 15+ years of experience in digital sales, with a proven track record of success in achieving sales targets and driving revenue…