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Commercial Director

Department: Innovation - Reseller/VAR
Location: London

Position Title:     Commercial Director – VAR Channel Sales

Department:      Innovation – Reseller/VAR

Reports to:        Director, VAR Sales

Location:           London, Ontario

Info-Tech Research Group is the world’s fastest growing information technology and HR research and advisory company, proudly serving over 30,000 IT and HR professionals worldwide. We produce unbiased and highly relevant IT and HR research to help CIOs and CHROs make strategic, timely and well informed decisions. We partner closely with IT and HR teams to provide everything they need, from actionable tools to analyst guidance, ensuring they deliver measurable results for their organizations.

We are known for our innovative culture and have been named five times as one of the 50 Best Workplaces in Canada by Canadian Business Magazine.  We offer an engaging work environment where you can have a voice and make a difference.  We work hard to achieve excellent results, and play hard to celebrate our success.  We offer two exciting office locations in both Toronto and London outfitted with everything from massage chairs, ping pongs tables, treadmill working stations to golf simulators.  We care about our community and sponsor several national and local charities.  We care about our employees too, offering a variety of perks, including in-house yoga, summer hours and chances to receive an all-expenses paid vacation! 

Position Responsibilities

  • Conduct meaningful conversations with senior IT executives, professionals and/or consultants across a portfolio of assigned accounts to help drive member contract value retention and account growth.
  • Major Responsibilities
  • Maximize revenue generation by creating and executing sales and service activity plans on a wide range of accounts, some of which can be very complex. 
  • Own specific account management conversations with account stakeholders; ensure members understand our products and are using them to their full advantage.
  • Ensure members leverage their membership by delivering high quality service to help drive renewal and future sales; build on member relationships to generate and contact new business leads.
  • Prepare for member interactions by collecting and consolidating background information on individuals and organizations as well as their relationship with Info-Tech Research Group.
  • Manage and respond to inbound requests from members.
  • Collaborate with the Research team to ensure practice-wide outreach initiatives resonate with members.
  • Complete scheduled and ad hoc data queries of our CRM; ensure the CRM contains accurate account details and contact information.

Education and Experience

  • University degree or equivalent
  • 2+ years or relationship/consultative sales experience
  • Proven track record of booking appointments with senior level executives/professionals.
  • Proven experience working with clients to offer value added and strategic insight into their organization
  • Previous account management experience an asset
  • Previous experience in the IT sector an asset


  • Demonstrated capacity for forming and advancing relationships with both internal and external stakeholders
  • Demonstrated ability to identify customer needs, clarify requirements, and guide members toward appropriate product-based solutions
  • “Member First” mindset and a passion for delivering outstanding member experiences
  • Ability to digest a large quantity of information to guide inquiries accurately
  • Track-record demonstrating excellent interpersonal and communication skills (written and verbal)
  • Strong quantitative and qualitative analytical skills
  • Strong business and financial acumen
  • Entrepreneurial spirit: results-oriented, self-driven, passion for success
  • Ability to thrive in a highly flexible, rapidly changing, ambiguous work environment
  • Keen attention to detail
  • Superior time management skills
  • Eager to learn

ITRG is an equal opportunity employer committed to diversity and inclusion. We are pleased to consider all qualified applicants without regard to race, color, religion, sex, national origin, age, disability, or any other legally protected factors. To that end, upon request, ITRG will ensure, to the extent possible, that accommodation be made available to applicants throughout the recruitment and hiring process.


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