This is a very unique and exciting opportunity to join one of Informa Telecoms & Media’s largest events and premier event series.  This year the show has been expanded significantly to represent every corner of the broadband and digital ecosystem.  Broadband World Forum attracts some of the most influential and inspirational leaders from around the world from the industry bell weathers to the fastest growing and the most innovative businesses.

Now in its 13th year, Broadband World Forum is the world’s largest event on Broadband and internationally recognised not only as the foremost event in its space, but as one of the most significant events in the ICT market. Since its acquisition in 2009 the event has doubled in size under Informa’s management, and now attracts 7500+ attendees from 140+ countries, 160+ exhibitors and 30+ sponsors. The Broadband InfoVision Awards which are also held at this event are also internationally renkowned and highly valued by the industry.  In 2012 the event was moved to a new location anchor location and given a fresh new brand look to enable it to further grow, and the market has responded very strongly to the improved experience, with sales currently tracking very significantly ahead of the previous year.

The other events in this series are regional satellite events, taking the same sponsorship and exhibition customer base to meet a wider variety of contacts in the Gulf, Asia and Latin America, with these events currently being held in Dubai, Singapore and Sao Paolo respectively. The events are best in class and are expanding rapidly across each respective region.

We are looking for a highly motivated, experienced and very well organised Sales Manager to lead this top performing team into the next phase of growth. A commercially minded individual, the successful candidate will become a key member of the management team having significant input into the future direction of the Series.

The role is based in London, however international travel and attending relevant trade shows will be required globally to suit the nature of the role. This is a fantastic opportunity for an experienced New Business Manager to join a highly successful and award winning sales team.

Informa Telecoms & Media

Informa Telecoms and Media (www.informatm.com) organises 125 global annual events, attended by more than 70,000 executives worldwide. With a focus on quality content, Informa Telecoms and Media deliver a key audience of decision-makers from the broadband, TV, fixed, mobile, alternative, wholesale, MVNO, and satellite operator communities. Informa Telecoms and Media is also the leading provider of business intelligence and strategic services to the global telecoms and media markets. Driven by constant first-hand contact with the industry, its 90 analysts and researchers produce a range of intelligence services including news and analytical products, in depth market reports and datasets focussed on technology, strategy and content.

To continue the great success, we are looking for a motivated, experienced sales manager with strong “Hunter” tendencies, to signifcantly drive up our new business  revenues across the team.

What the role can do for you…

1. Work with the leading broadband solutions providers
2. Help to develop and expand your new business skills
3. Increase your experience in face-to-face meetings
4. Develop your sales negotiations and presentation skills
5. Work with a truly international client base
6. Provide international travel

Main responsibilities include:

• To manage and motivate your team achieve in excess of £1 million of New Business revenue.
• Driving force of and with the sole responsibility for new business within the Broadband World Forum Global Series.
• Review/assessment of new business strategy, plans and outcomes in preparation for forward planning.
• Negotiating, creating and managing contracts.
• Developing formal processes for identifying gaps in current processes and increasing efficiency.
• Network externally and exploit all forms of media to your advantage, ensuring you maintain strong relationships with key decision makers in the industry.

Skills and experience required

• Significant experience in New Business Sales.
• Previous line management experience, with the ability to lead by example and cascade information downwards.
• Ability to create innovative sales strategies and work to given personal and team targets. You will need the drive to see these through from the start to the end of the sales campaign.
• Need to be tenacious with established people management skills and the ability to build rapport quickly.
• A commitment to really understanding the content which plays a key role in driving interest from potential sponsors and an ability to think for yourself – i.e. not rely too heavily on the research to ‘sell the concept of the event and the content’.
• An ability to research a potential sponsor, understand their business and attempt to match up potential speaking areas and with the potential sponsor’s business
• A passion for thinking outside the box and trying new and untouched corners of the industry/ecosystem
• An ability to think creatively about types of sponsorship packages outside the rate card
• Excellent internal communication skills i.e. effective communication with producers, marketing, operations

Key Priorities

• To secure sponsorship and exhibition revenues across Broadband World Forum
• Leverage the conference agenda with respect to selling speaking positions and panels
• To achieve set sales and profit targets
• Achieve set new business targets
• To develop, maintain and expand relationships with clients across the global Broadband industry in Europe, Middle East, Africa, North America and Latin America, Asia and Scandinavia
• To sell sponsorship and exhibition opportunities to both new and existing clients in the telecoms and media industry
• To sell meeting and hospitality packages to sponsors and exhibitors
• To manage the sale from lead generation to on-site delivery at the event
• To liaise closely with  staff across the conference production marketing and operations teams
• Account management of leading sponsors and exhibitors

Performance measurements

• Achievement of personal sales targets
• Achieving quarterly and annual sales targets
• Achieving activity levels i.e. number of calls per day/per week, number of meetings
• Achieve agreed re-sign targets at the event for the following year
• Achieving activity levels across Salesforce.com
• Updating weekly pipelines on Salesforce.com and ensuring this is up to date
• Effective co-ordination with Production, Marketing and Operations
• Attendance at competitor shows
• To attend internal and competitor events in order to meet clients face-to-face
• Growth of existing portfolio by generating new ideas

Reporting to the Executive Director and joining the management team the Head of Sales will be leading a team of 3 salespeople responsible for delivery of £4m+ of sponsorship and exhibitions revenue across four market leading international events, comprising one Global conference & exhibition held in Europe, and three regionally focussed satellite events in Asia, the Middle East & Latin America.

This is a unique opportunity to join one of Informa Telecoms & Media’s largest events and premier event series. Now in its 13^th year, Broadband World Forum is the world’s largest event on Broadband and internationally recognised not only as the foremost event in its space, but as one of the most significant events in the ICT market. Since its acquisition in 2009 the event has doubled in size under Informa’s management, and now attracts 7500+ attendees from 140+ countries, 160+ exhibitors and 30+ sponsors. The Broadband InfoVision Awards which are also held at this event are also internationally renkowned and highly valued by the industry.

Broadband World Forum attracts some of the most influential and inspirational leaders from around the world from the industry bell weathers to the fastest growing and the most innovative businesses. In 2012 the event was moved to a new location anchor location and given a fresh new brand look to enable it to further grow, and the market has responded very strongly to the improved experience, with sales currently tracking very significantly ahead of the previous year.

The other events in this series are regional satellite events, taking the same sponsorship and exhibition customer base to meet a wider variety of contacts in the Gulf, Asia and Latin America, with these events currently being held in Dubai, Singapore and Sao Paolo respectively. The events are best in class and are expanding rapidly across each respective region.

We are looking for a highly motivated, experienced and very well organised Sales Manager to lead this top performing team into the next phase of growth. A commercially minded individual, the successful candidate will become a key member of the management team having significant input into the future direction of the Series.

Informa Telecoms & Media

Informa Telecoms and Media (www.informatm.com) organises 125 global annual events, attended by more than 70,000 executives worldwide. With a focus on quality content, Informa Telecoms and Media deliver a key audience of decision-makers from the broadband, TV, fixed, mobile, alternative, wholesale, MVNO, and satellite operator communities. Informa Telecoms and Media is also the leading provider of business intelligence and strategic services to the global telecoms and media markets. Driven by constant first-hand contact with the industry, its 90 analysts and researchers produce a range of intelligence services including news and analytical products, in depth market reports and datasets focussed on technology, strategy and content.

Because the events are high growth with a highly international client base, a priority for the successful candidate will be the ability to demonstrate:

• Organisational ability to manage the sales team to grow its client base in the USA, China & North Asia, USA, Israel and Western Europe
• A real strength in identifying, generating and managing New Business growth. We are looking for “Hunter” tendencies in the successful candidate rather than “Farmer”
• A commitment to really understanding the content which plays a key role in driving interest from potential sponsors and an ability to think for yourself – i.e. not rely too heavily on the research to ‘sell the concept of the event and the content’.
• An ability to research a potential sponsor, understand their business and attempt to match up potential speaking areas and with the potential sponsor’s business
• A passion for thinking outside the box and trying new and untouched corners of the industry/ecosystem
• An ability to think creatively about types of sponsorship packages outside the rate card
• Excellent internal communication skills i.e. effective communication with producers, marketing, operations
• Experience of managing and maintaining continuous high performance in a sales team
• Experience of managing clients at large trade shows, including a strong record of on-site re-sell
• Experience of account management of very high value clients
• Experience of hitting multiple events sales targets in a single period
• Proven record of individual sales ability

Management Responsibilities

• Day to day management to maximise the performance of the Broadband World Forum sponsorship and exhibition sales team
• Developing the sponsorship and exhibition sales strategy for new business with strong emphasis on growth
• Development of best practice contact management systems and sales processes
• Exhibition floor plan management to optimise revenue opportunities
• Responsible for the re-booking strategy at all large scale events
• Development, mentoring and training of the sales team
• Setting weekly, monthly, yearly targets, commission plans and KPIs for the sales team
• Weekly sales reports, pipeline management and forecasting
• Best practice in sales management and delivery
• Responsibility for managing the sales activities onsite
• Implementing sales-production best practices to exploit new sectors and rive revenue growth
• SAP and credit control
• Building effective relationship with other Head of Sales across the ITM business
• Building competitive intelligence

Key Priorities & Performance measurements:

• Achieving exhibition and sponsorship revenue targets and new business targets for each of  the events
• Hitting agreed activity levels and KPIs across the team i.e. number of calls per day/per week, number of meetings, new business activity, retained business targets
• Achieve agreed re-sign targets at the large scale events for the following year
• Achieve new business revenue targets
• Achieve retained business growth targets
• Campaign management on Salesforce.com
• Weekly and monthly reporting of sales activities and pipelines
• Effective co-ordination with Production, Marketing and Operations
• Attendance at competitor shows and sales trips to develop accounts and generate new business

The Role

At the heart of Informa’s Telecoms Academy team, this position is ideally suited to a resourceful, proactive individual with exceptional organisational skills.

The Training Co-ordinator is responsible for all aspects of training programme co-ordination, including trainer, delegate and client correspondence; venue and catering liaison; travel arrangements; the generation of break even estimates; printing and shipping of course material; trainer access to presentation material; the management of the Telecoms Academy Training suite in London; health and safety liaison and the recording, reconciliation and reporting of training programme finances.

The maintenance of professional working relationships with all suppliers is vital within this role, including the negotiation of the best possible rates to maintain low break even margins and increase profitability.

The Training Coordinator is required to provide general administrative support to the Telecoms Academy team, including the storage, control and maintenance of course notes; handling general customer enquiries; programme co-ordination; general correspondence; logging of invoices; filing; and maintaining course and general stationary stock at the required levels.

About the Telecoms Academy

Informa’s Telecoms Academy is the leading provider of high quality training for the global telecommunications industry. Our telecoms training programmes are delivered worldwide, and used extensively as part of the training and development plans of many large operators, vendors, service providers and regulators. Our aim is to deliver training that is informative, enjoyable and directly relevant to the needs of you and your business.

Our business portfolio includes intensive 5-day management training courses along with specialist telecoms marketing, leadership and commercial programmes. Our technology portfolio cover a multitude of technologies including 3G, Long Term Evolution (LTE), WiMAX, IP, and New Era Telecoms technologies amongst others. In addition we also offer a series of Distance Learning programmes.

Job Purpose

ITM’s very successful Software & Services Sponsorship team are looking for an experienced Sponsorship Sales Manager to work across its award winning events.

ITM’s Software and Services division run events across the globe and the successful candidate can expect to travel numerous times throughout the year both to their own conferences and to visit competitive trade shows. The division itself has over performed in recent years and the successful candidate will join a mature and settled team. Informa Telecoms & Media is a centre of excellence within Informa plc. Any candidate who succeeds in the role can expect excellent career progression.

Person profile

• Previous business to business sales experience in a sales capacity
• Proven record of hitting KPI’s including call stats and activity targets
• Creative salesperson with the ability to think outside of the box and discover new untapped opportunities to sell our award winning events.
• Good sense of humour, outgoing personality and positive manner required.
• This role provides a fast track opportunity within one of Informa’s leading sales teams.
• Strong drive and ambition
• Good organisational and time management skills
• Team player
• Idea generator, initiative-taker
• Strong interpersonal, listening and communication skills
• Excellent negotiation and rapport building skills
• A ‘hunter’ approach to sales

Key results areas

• High value sales against targets
• To proactively identify new sponsorship sales opportunities with likely target companies from the telecoms industry.
• Adopting a consultative sales approach and delivering a minimum call time each day of 1.5 hours
• To attend competitive events worldwide and un-earth new business opportunities.
• Regularly attend face to face client meetings

If you are interested please contact Russell Bacon, rbacon@iir-telecoms.com  no later than 24^th June, 2013.

£ excellent+bonus+benefits, fantastic West End location

An exciting opportunity has arisen for a conference producer to join the Cloud & Big Data World Series team at Informa Telecoms & Media, taking responsibility for programme content and development on a number of conferences which we host around the world in key markets. The events take place in the Europe, Middle East, Africa, Asia-Pacific, North & Latin America and include EMEA’s leading Cloud World Forum.

The Cloud & Big Data World Series boasts a market-leading position in the sector, with events covering every angle of the Cloud ecosystem, with a strong focus on enterprise and telco Cloud. Our events are sponsored by the world’s leading Cloud & Big Data technology vendors. These conferences and exhibitions offer enterprises, government organisations, online players and telcos a unique opportunity to come together with vendors and drive the advent of Cloud Computing and Big Data analytics.

The Role:

The successful candidate will play a vital role in further developing a number of Cloud & Big Data events by continually improving the content and value of the conference programme & learning experience, increasing the number of senior management speakers from leading enterprises, government organisations, telecoms operators and online players as well as developing region-specific contacts and industry knowledge.

Responsibilities will include:

• Playing an important role in market analysis, the development of single and multi-streamed conference agendas and securing senior management speakers
• Developing contacts with enterprises, operators, associations, online players, government organisations, regulators and other key industry players
• Working with a highly motivated sales team to deliver growing exhibition and sponsorship sales through continuous research of the vendor ecosystems
• Working with the marketing to ensure content-rich campaigns through the use of online and traditional media
• Working with the operations team to deliver an outstanding on-site event experience for our clients

Skills & experience:

The ideal candidate will be a commercially minded and entrepreneurial individual with proven communication and research skills.

Previous conference production experience is desirable but not essential. The role is London-based, but our events are hosted in locations worldwide which offer exciting opportunities to travel and develop experience of working in a very diverse range of environments.

Languages are beneficial but not essential.

The Company:

At Informa plc, anything is possible. We are a leading Media organisation with activities spanning Publishing, Events and Performance improvement across a number of specialist market sectors. A FTSE-150 company with offices in 40+ countries and over 10,000 high calibre people worldwide, we can offer ambitious people like you everything you need to succeed. For more information see our company website and recruitment videos on You Tube; just search for Informa.

If you are interested in applying for this position or for a full job spec please contact Georgios Kipouros at georgios@cloudworldseries.com no later than  31^st May 2013.

Job Purpose

Reporting to the Technology Director and joining the ITM eBusiness Management Team the Technical Service Manager will take on a range of responsibilities focussed on IT Service Management, IT Security and hosting.

This is a new role created to manage and control the growing complexity of IT Services, Assets and Operations and also to improve the processes and practices used across the eBusiness team.

Company Background

Informa Telecoms and Media (ITM) is a trading division of Informa plc: the leading provider of specialist information to the global academic and scientific, professional and commercial communities via publishing, events and performance improvement.

ITM is made up of three core B2B focussed business units: an Events business (where we run over 140 industry events every year across the globe) and two analyst research houses ITM and Ovum, researching and advising clients on the IT, Telecoms and Media sectors. Both analyst brands sell access to their content via subscription to online premium services and consultancy.

Role Purpose

As part of the ITM Technology management team, the Technical Service Manager will be responsible for:

• Ensuring technology assets are under control (Service Transition – Configuration and Change management).
• Proven record of hitting KPI’s including call stats and activity targets
• Ensuring ITM development and operations teams follow Service management minimum expected practices in their project and operational activities.
• Managing the ITM server infrastructure, datacentre footprint and related vendor and contract relationships.
• Working with our development and support teams to ensure hosting provision matches the business requirement: capacity management, cost reduction.
• Financial management of our technology infrastructure and assets.
• Risk management for ITM technology assets, business services.
• Liaise with regional support teams to ensure any issues/projects affecting our users and systems are resolved/implemented efficiently and with minimal disruption.
• Work with Informa Group security and audit teams to review Information Security issues in the organisation, including Data Protection Act and PCI DSS compliance.
• Manage response to security incidents in accordance to defined severity levels and drive post incident review actions.

Key Outputs

• Improved control over ITM assets through configuration management and change control.
• Adoption of Informa’s Minimum Expected Practises and IT Service Management best practices across ITM technology.
• Reduction in risk of BAU and project work relating to our 250+ websites and services.
• Proactive security and vulnerability management.
• Transparency and monitoring of technology footprint costs.
• Increase in security awareness within ITM Technology Team.
• Improved IT Support service to ITM staff delivered through closer working with support teams and management.

Person Profile

• Will come from a technical background with hands on experience of working with interlinked applications and complex infrastructure.
• Able to quickly understand new technologies and systems.
• Able to demonstrate understanding of business processes that technology supports.
• A clear and abiding interest in information security and service management.
• Ability to manage expectations in alignment to business needs whilst adhering to best practices.
• Ability to organise and prioritise own and others workload as well as work on own initiative.
• Should have excellent relationship and client management skills.
• Should be able to work under pressure.
• Excellent written and verbal communication skills.

Required Skills

• ITIL qualifications: foundation v2/3 (mandatory), Service delivery and transition (ideal).
• Knowledge of Web based hosting architectures.
• Experience of working with Windows Server, Linux and networking.
• Experience of working with 2nd and 3rd line technical teams.
• Knowledge of Information Security best practice and processes.
• Good understanding and experience of working with ITIL processes and tools.
• Good understanding of project management principles.
• Strong MS Office skills: Excel, Visio, PowerPoint, and Word.

Key Relationships

• ITM Technology management team and staff.
• ITM product and service owners.
• Informa Technical Support teams and staff.
• Informa Info Security Council.
• Suppliers and vendors.
• ITM finance.
• Other Informa business technology teams.

Job Purpose

ITM is looking for an experienced Sponsorship Sales Manager to work across its market leading events

ITM run events across the globe and the successful candidate can expect to travel numerous times throughout the year both to their own conferences and to visit competitive trade shows. Informa Telecoms & Media is a centre of excellence within Informa plc. Any candidate who succeeds in the role can expect excellent career progression.

Person profile

• Previous business to business sales experience in a sales capacity
• Proven record of hitting KPI’s including call stats and activity targets
• Creative salesperson with the ability to think outside of the box and discover new untapped opportunities to sell our award winning events.
• Good sense of humour, outgoing personality and positive manner required.
• This role provides a fast track opportunity within one of Informa’s leading sales teams.
• Strong drive and ambition
• Good organisational and time management skills
• Team player
• Idea generator, initiative-taker
• Strong interpersonal, listening and communication skills
• Excellent negotiation and rapport building skills

Key results areas

• High value sales against targets
• To proactively identify new sponsorship sales opportunities with likely target companies from the telecoms industry.
• Adopting a consultative sales approach and delivering a minimum call time each day of 1.5 hours
• To attend competitive events worldwide and un-earth new business opportunities.
• Regularly attend face to face client meetings

If you are interested please contact Russell Bacon, rbacon@iir-telecoms.com  no later than 1^st May.

Position Overview:

The Key Account Manager is responsible for acquiring new client accounts and managing a base of existing accounts, selling the entire Informa Telecom & Media’s Industry Research portfolio of products and services. The remit for this role includes a target list of accounts with expectations of developing strategic selling opportunities amongst senior level executives and decision makers. The ideal candidate will be a highly motivated professional who thrives in a fast-paced, quota-driven environment.

Key Responsibilities:

• To renew and up-sell existing customers to Informa Telecoms & Media’s Industry Research portfolio of products including syndicated, ad-hoc and custom research.
• To identify and secure new clients from within a defined territory or designated target list
• Source, contact and establish relationships in both new and existing customers for ITM, identify / maintain the need for ITM products and ultimately sell in/upsell.
• To establish a partnership with ITM analysts to help you understand the market, key issues, trends, technology developments and their impact on our clients and potential customers. Leverage analyst resources where appropriate in key / qualified sales pursuits to improve the probability for winning business.

Core job functions & responsibilities include:

• Develop and qualify strategic selling opportunities within assigned target list or accounts.
• Establish/define buying objectives and requirements with senior level prospects.
• Collaborate effectively with other departments within the company as required in the selling process.
• Develop proposals and contracts as required within the selling process.
• Document all required information in the ‘ Salesforce’ database.
• Build, maintain, and forecast a territory pipeline of opportunities in accordance with sales management guidelines.
• Produce business that meets or exceeds quarterly/annual target guidelines.
• Meet or exceed all sales activity metrics in accordance with sales management guidelines.
• Work with the assigned CRM (Customer Relationship Manager) and relevant analysts to monitor usage and awareness of our services within the allocated client base
• To gain and maintain a thorough understanding of ITM’s Industry Research product base and be able to sell it at all levels.
• Maintain a knowledge of the industry in which you work and an awareness of factors that may affect your business
• Build and maintain information on our competitors, understand what their products do, how they deliver them, how they compare to our products and how we are considered stronger than the competition.
• Regular travel in assigned sales territory will be required to manage and grow existing accounts and secure new clients

Qualifications and skills required:

• Experience of successful face to face selling gained preferably within a tier 1 Industry Analyst firm.
• Strong Account Management Skills
• Strong, adaptable, consultative selling skills with a proven track record of winning new business accounts and retaining clients
• Excellent presentation and communication skills
• The ability to develop a strong pipeline of new sales opportunities
• Demonstrable experience of B2B outbound sales & solution sales experience including cold calling, qualifying and follow-up
• Quota carrying experience
• Strong computer proficiency, especially MS Office & experience of ‘Salesforce’ database desirable
• Understanding and aptitude for the Information Technology & Communications Industry is desirable
• Knowledge of European languages an advantage