Sales

• This position will be responsible for developing and driving several million dollars annually of consulting and go to market content revenues.
• As a member of a collaborative team, the Sales Executive will be responsible for developing an in-depth knowledge of IDC Consulting capabilities, including custom market research and content marketing services, as well as building strong relationships with multiple individuals (account managers, consulting project management professionals, research analysts) across IDC.
• The individual will prospect for new and incremental opportunities, work with consulting project management professionals in proposal generation, and be responsible for closing business and follow up on customer relations.
• This position requires tremendous collaboration and communication with various IDC account and consulting teams.

Sales Manager

Director

• Manage and oversee all aspects of the Deal Desk, including process definition, deal structuring, pricing approvals, discounting, and contract management.
• Continuously define, refine and optimize Deal Desk processes, workflows, and tools to improve sales cycle time and reduce friction in the deal-making process.
• Verify that contracts meet all legal requirements, adhere to internal policies, and obtain necessary financial approvals.
• Partner with Sales, Legal, Finance, and Product teams to streamline deal processing and resolve any contractual or pricing issues.
• Advise on optimal deal structures to drive revenue growth, balancing customer needs with corporate policies.
• Track key deal metrics, providing insights and recommendations to enhance sales efficiency and profitability.
• Oversee complex deal structures, pricing, and discount requests, ensuring alignment with company strategy and profitability goals.
• Contribute to the evolution of pricing models and deal desk processes, ensuring scalability and best-in-class practices.
• Manage and enhance CRM and deal management tools to support accurate, efficient, and transparent deal operations.

Deal Desk Director

Program Manager

• Requirement Gathering & Analysis: Collaborate with stakeholders to identify internal user needs and functional requirements.
• Document and prioritize feedback to inform technology configuration, customization, and deployment.
• Assist with planning, coordination, and tracking of pilot programs.
• Develop prototype environments to support proof of concept using tools available within the Process & Support Organization.
• Monitor progress, gather feedback, and contribute to refining deployment strategies.
• Support the successful rollout of tools across departments by engaging in configuration, testing, and deployment processes.
• Serve as a key point of contact for internal users with questions about the execution of the market intelligence production process.
• Collaborate with the training and enablement group to develop and maintain user guides, FAQs, and training materials.
• Provide 'how-to' support and conduct small-group or 1:1 training sessions.
• Help execute change management plans to drive adoption. Champion ongoing usage and best practices across teams.
• Track project tasks, timelines, and risks. Facilitate knowledge sharing and learning through workshops, office hours, and internal documentation.
• Ensure stakeholders are regularly informed of progress and next steps.

Research Operations Program Manager

Customer Success Manager

• Lead the cultural and operational shift from reactive service delivery to a strategic customer success model, embedding customer value realization as the foundation of all interactions.
• Build and scale frameworks, methodologies, and enablement programs that upskill the team in consultative, outcome-focused engagement.
• Serve as a change agent, creating clarity, buy-in, and excitement for transformation across global teams and customers.
• Develop and execute a global customer success strategy that ensures consistent delivery of value, strong retention, and account growth across all regions.
• Establish clear goals, metrics, and operating rhythms to monitor team performance, customer satisfaction, and business impact.
• Serve as the voice of the customer at the executive level, influencing product roadmap, go-to-market strategy, and company priorities.
• Lead and scale a distributed team across three regions, ensuring regional alignment while accounting for local market needs.
• Build standardized processes, playbooks, and tools to drive efficiency, scalability, and consistency in customer engagement.
• Oversee customer health monitoring, success planning, and risk management to proactively address churn drivers and identify expansion opportunities.
• Foster long-term executive relationships with key customers, positioning IDC as a strategic partner.
• Champion customer value realization by ensuring customers achieve measurable ROI and business outcomes.
• Drive initiatives that improve NPS, customer advocacy, and case studies/testimonials to strengthen brand reputation.
• Collaborate with Sales leadership to align on renewal, expansion, and upsell strategies.
• Partner with Product and IT to bring structured feedback from customers into the product lifecycle.
• Work with Product Marketing to amplify customer success stories and strengthen customer engagement programs.
• Lead with authenticity, inclusivity, and accountability to create a culture of trust, empowerment, and performance.
• Attract, retain, and develop top talent across regions, with a focus on succession planning and leadership development.
• Champion continuous learning and professional growth to elevate customer success capabilities at all levels.

SVP, Global Customer Success

Product Marketing

• Develop and execute comprehensive compensation plans that align with sales objectives and growth targets, collaborating with leadership to ensure strategies support overall business goals.
• Collaborate with Finance and other stakeholders on the administration of sales compensation plans, ensuring timely and accurate payouts, and establishing clear guidelines and policies for consistency and fairness.
• Utilize data-driven insights to refine compensation models, track and analyze metrics, and provide regular reports and insights to senior management on trends and outcomes.
• Communicate compensation plans and changes effectively to the sales team and stakeholders, serving as the primary point of contact for inquiries and providing guidance and support.
• Work with sales leadership to forecast, model, and plan for revenue and sales targets, ensuring compensation structures support sales goals.
• Work closely with HR, Finance, Sales Operations, IT, and data teams to ensure alignment, integration, and leverage of compensation management and reporting technology.

GTM Compensation Manager

Account Executive

• Identify and pursue new business opportunities with existing clients in the IT and technology sectors across all IDC product lines.
• Deliver the best possible customer experience to our clients daily.
• Develop and manage a pipeline of existing accounts to maintain and expand the current revenue base.
• Understand client needs and challenges and match them with appropriate research solutions from IDC.
• Prepare proposals, conduct client presentations, and negotiate contracts.
• Build and maintain strong relationships with key stakeholders and decision-makers.
• Meet or exceed sales targets, KPIs, and performance metrics.
• Maintain detailed records of sales activities and accurate forecasting in CRM systems (e.g., Salesforce).

Senior Account Executive

Revenue Operations

• Define and execute a multi-year revenue strategy that accelerates new go acquisition, drives net revenue retention, and increases mix toward higher-value research offerings across all segments and geographies.
• Lead the professionalization and optimization of the go-to-market approach with particular focus on growing research consumption among IT end users (CIOs, IT leaders, architects, infrastructure and security teams) and expanding wallet share with Technology Providers.
• Establish clear segmentation by customer type, region, and vertical (enterprise/strategic, mid-market, regional) with tailored strategies for hunters, farmers, renewals, and customer success roles.
• Partner with Product and Pricing leadership to align packaging and commercial models with customer priorities, ensuring pricing strategies defend premium value while increasing adoption of multi-year commitments.
• Lead and professionalize global sales, account management, and customer success teams, upgrading leadership benches where needed and embedding scalable playbooks, training, and coaching programs that institutionalize best practices.
• Personally cultivate executive level relationships with priority clients and prospects, position IDC as a trusted advisor to CIOs, CTOs, CDOs, and Technology Provider leadership teams.
• Ensure pipeline coverage, health, and forecast accuracy through disciplined sales execution, data-driven insights, and rigorous pipeline management.
• Drive customer success initiatives to enhance client satisfaction, retention, and expansion, with clear metrics and operating rhythms.
• Build a world-class revenue operations capability that creates a single source of truth across sales, account management, and customer success, improving forecast accuracy, strengthening pipeline health, and driving disciplined operating rhythms.
• Implement robust CRM discipline, forecasting rigor, territory design, and data-driven performance management to optimize team productivity and coverage.

Chief Revenue Officer

• Lead the cultural and operational shift from reactive service delivery to a strategic customer success model, embedding customer value realization as the foundation of all interactions.
• Build and scale frameworks, methodologies, and enablement programs that upskill the team in consultative, outcome-focused engagement.
• Serve as a change agent, creating clarity, buy-in, and excitement for transformation across global teams and customers.
• Develop and execute a global customer success strategy that ensures consistent delivery of value, strong retention, and account growth across all regions.
• Establish clear goals, metrics, and operating rhythms to monitor team performance, customer satisfaction, and business impact.
• Serve as the voice of the customer at the executive level, influencing product roadmap, go-to-market strategy, and company priorities.
• Lead and scale a distributed team of ~65 across three regions, ensuring regional alignment while accounting for local market needs.
• Build standardized processes, playbooks, and tools to drive efficiency, scalability, and consistency in customer engagement.
• Oversee customer health monitoring, success planning, and risk management to proactively address churn drivers and identify expansion opportunities.
• Foster long-term executive relationships with key customers, positioning IDC as a strategic partner.
• Champion customer value realization by ensuring customers achieve measurable ROI and business outcomes.
• Drive initiatives that improve NPS, customer advocacy, and case studies/testimonials to strengthen brand reputation.
• Collaborate with Sales leadership to align on renewal, expansion, and upsell strategies.
• Partner with Product and IT to bring structured feedback from customers into the product lifecycle.
• Work with Product Marketing to amplify customer success stories and strengthen customer engagement programs.
• Lead with authenticity, inclusivity, and accountability to create a culture of trust, empowerment, and performance.
• Attract, retain, and develop top talent across regions, with a focus on succession planning and leadership development.
• Champion continuous learning and professional growth to elevate customer success capabilities at all levels.

Senior Vice President – Global Customer Success

Threat Intelligence Specialist

• Translate project specifications into actionable data structures to structure data models in Excel and other analytical tools to address client requirements
• Understand and identify key data sources for model inputs and work with IDC analysts to incorporate trends, unique insights, and research into custom data models
• Analyze and interpret large datasets using Excel and other internal analytical tools
• Manage quality assurance on all client deliverables and conduct quality assurance checks on data
• Generate data deliverables to client specifications
• Work with other IDC analysts, present data and insights and work with project managers to address data-related questions
• Travel up to 10%, as needed

Custom Market Intelligence Analyst

• Driving revenue growth by managing and expanding a $500K existing customer portfolio while generating $1.5M in new business through strategic prospecting
• Identify growth opportunities and close deals
• Consistently meet or exceed assigned quotas

Account Director

Financial Planning and Analysis

• Lead and develop a multidisciplinary team of Business Analysts, Application Developers, Project Managers, and Application Support specialists
• Oversee the planning, implementation, and optimization of the Global ERP (Microsoft D365) platform
• Assess current technology capabilities across Finance, HR, and Legal
• Collaborate with business stakeholders to define, prioritize, and translate business objectives into actionable product requirements
• Drive process improvement and automation to streamline financial operations
• Serve as a subject matter expert (SME) for finance and procurement systems
• Partner cross-functionally with leadership, project managers, and system implementers
• Champion continuous improvement, leveraging emerging technologies and analytics

Director, Product Owner – Finance, HR & Legal Systems

• Build and sustain trusted, long-term partnerships with clients by serving as a strategic advisor.
• Navigate complex organizations to expand IDC’s reach, engage senior stakeholders, and ensure expectations are consistently met in collaboration with digital support, onboarding teams, and through the entire client lifecycle.
• Guide new clients through a structured onboarding journey in partnership with IDC’s onboarding team, ensuring they are fully enabled, effectively trained, and aligned to clear success outcomes from the start.
• Represent the customer’s perspective internally by capturing feedback and collaborating with product, research, and services teams to shape enhancements that strengthen client value.
• Monitor client engagement and usage trends to anticipate challenges, address risks before they escalate, and align IDC resources to client priorities in ways that unlock measurable value.
• Partner with Sales Account Directors on renewal cycles, supporting with success planning, documented client maps, and ROI demonstration. Ensure key contacts and stakeholders are identified, engaged, and aligned to IDC’s value, while collaborating with Sales to uncover and shape expansion opportunities.