Account Director

Overview

While this role is not open at this time, we are actively identifying and engaging with high-quality candidates in anticipation of future openings. This posting allows us to get to know potential talent, understand the market, and move quickly when timing aligns. 

Candidates who apply may be contacted for an exploratory conversation or kept in mind for upcoming opportunities. 

About the Role & Team

This is a strategic sales role based in Madrid, combining the management of high-value accounts with new business development across a European territory. You will be responsible for growing existing relationships while also identifying and winning "net new logo" customers within the IT vendor ecosystem. Your focus will include software providers, hardware manufacturers, cloud providers, and technology services firms across EMEA.

As a member of this team, you will align with industry-leading analysts to support clients in shaping product and marketing strategies, go-to-market execution, and investment decisions through trusted research and data-driven advisory.

What You’ll Do

• Drive Quota Achievement: Meet or exceed sales targets by expanding existing accounts and identifying new opportunities within IDC’s vendor-focused portfolio.

• Strategic Account Management: Manage and grow a portfolio of assigned accounts, driving retention, expansion, and long-term partnerships.

• Lead Full Sales Cycles: Own the end-to-end process, from initial prospecting and "hunting" for new logos to upselling within established clients.

• Pipeline Ownership: Identify, qualify, and convert high-value prospects across the European region, targeting key technology vendors.

• Collaborative Strategy: Partner with cross-functional teams, including Marketing and Product Development, to align sales efforts with specific vendor use cases.

• Market Intelligence: Monitor industry trends and competitor activities to adapt your positioning and maintain market relevance.

• Forecasting & Reporting: Maintain an accurate monthly and quarterly forecast of your business activity.

What You Bring

• 8+ years of B2B sales experience, ideally selling to IT vendors, technology providers, or within the ICT ecosystem.

• Proven track record in managing the full sales cycle, including both account management and active prospecting for new business.

• Executive Presence: Strong relationship-building skills with the ability to influence at the senior leadership and C-suite level.

• Self-Driven Mindset: Results-oriented approach with the ability to thrive in a fast-paced, complex stakeholder environment.

• Communication Excellence: Strong presentation, writing, critical thinking, and negotiation skills.

• Global Collaboration: Ability to work effectively within a distributed, international team environment.

• Language Skills: Fluency in English is required; other European languages are a significant advantage.

• Education: BA/BS degree or equivalent experience.

• Flexibility: Readiness for regular travel across Europe for client meetings and industry events.

Why This Role Stands Out

At IDC, your work shapes how the world understands technology and where it goes next. You will collaborate with high-caliber colleagues and help the world's leading technology vendors make confident strategic decisions through trusted insights. Recognized by the IIAR as Analyst Firm of the Year for five consecutive years, IDC combines global scale with deep expertise. In this role, your contributions directly influence vendor strategies, including product direction, market positioning, and go-to-market execution across the EMEA region.

What We Offer

• A position in a highly professional and globally respected market research and advisory firm, where initiative leading to results is rewarded.
• Individualized Culture: An environment where you can explore new areas outside your specialty and stay engaged with work you enjoy.

Equal Opportunity Employer

IDC is committed to providing equal employment opportunities for all qualified persons. Employment eligibility verification required. We participate in E-Verify.