VP North America Custom Solutions

IDC is looking to hire a Vice President, North America Custom Solutions.  In this Sales Leadership role with a Product Business Development specialization, you will report directly to the Global SVP of Solutions and will be expected to be a key proponent for strategies leading to the growth of the Custom Solutions business in North America. This role is critical to the success of the IDC AMAs business and requires an individual who is driven to develop a high-performing team that is positioned and equipped with the necessary skills and tools to achieve success in their business objectives. The primary focus will be to drive, assist, and support growth of existing and new accounts in IDC North America through IDC’s various custom solution practice areas and capabilities:

• Integrated Marketing Programs (inclusive of research-based content marketing and events)
• Sales enablement/education programs
• Thought leadership programs
• Custom Analytics § Buyer Behavior
• Business Value § Partnering & Channels
• Market Strategy & Competitive Analysis

This role can be located remotely in an approved US location. 

Why IDC?

IDC is the most respected global technology market research firm.  We are changing the way the world thinks about the impact of technology on business and society. Our people, data, and analytics create global technology insights that accelerate customer success.  IDC has been recognized for five consecutive years (2020, 2021, 2022, 2023, 2024) by the IIAR as the Analyst Firm of the Year which is one of the highest accolades for the technology market research industry.

Our collaborative, innovative and entrepreneurial culture is the perfect place for you to discover your future.

Recruitment Fraud Notice: IDC  would like to inform you that we conduct our formal communications via corporate email, our Applicant Tracking System iCIMS, LinkedIn messaging, or directly by phone. We do not use any other platform (including Telegram, WhatsApp, Signal, text, instant message, etc.) to communicate with prospective candidates. If you receive any communication outside of our formal communications channels, please ignore it and block the sender or caller. In addition, we do not ask candidates to provide sensitive personally identifiable information such as bank account or social security numbers. If you have been contacted by someone claiming to represent a job offer, please report it as potential job fraud to law enforcement.

Sales Management

• Bookings and Target Achievement
• Achieving the IDC AMAs annual bookings plan month-by-month, quarter-by-quarter through launch, sell-in and upsell/cross-sell of IDC services to existing and new clients.
• Providing weekly, monthly, and yearly detailed forecasts and budgets to the Sales Leadership team and other members of the IDC management team as required.
• Establishing a sales pipeline that will enable sales targets of existing and new accounts to be met each month.
• Establishing account plans that ensures a high call rate of client contacts that result in a strong pipeline
• Monitor and manage the sales pipeline of the team to ensure the pipeline in the CRM system is updated regularly.

Process Implementation & Management

• Establish guidelines and measurement to ensure adherence to the existing IDC sales process and stages, while reviewing the said process for improvements and enhancements where feasible
• Conduct ongoing sales internal consulting, business analysis, and projects in all commercial functions.
• Develop country sales strategies, policies, and standards within the overall IDC context.
• Ensure that you are continuously updated on new services launched and educating your sales team on these programs/ services. Actively monitor launch of these programs in the market through the sales team.
• To manage and run the collaboration efforts with other country/regional business units within the IDC organization
• Review country sales policies and practices for effectiveness: pricing, segmentation, structure, profitability, and growth

People Management

• Coaching and mentoring of new sales staff and on-going development of existing sales staff to ensure they are exceeding their objectives
• Recruit, develop and maintain a motivated sales team of competent individual contributors
• Evaluate sales staff performance of direct reports, and manage the allocation of appropriate resources and commitment of staff to the achievement of Global, Regional and Country objectives and targets
• Provide a motivated & inspired leadership environment in order to drive top line growth
• Determine organization structure, roles and responsibility, and performance targets for the function
• Develop team spirit and multitasking capabilities within the team
• Develop KPIs with team members and monitor individual performance
• Identify training needs and opportunities to develop a highly skilled functional department
• Develop a positive “can do” attitude, eager to take on ever-increasing challenges for the business

Management Team

• As member of the North America Sales Leadership team and Global Custom Business Leadership, bring Custom Solutions perspective to country and regional strategy and decision making.
• As member of the regional Sales Leadership community, assist in setting policy, processes, and strategic direction.
• Develop near-term and medium-term IDC Sales plans on a 1-3-5 year timescale for the region
• Involvement in the creation of products and services for the company in cooperation with research leads, and the consulting team.
• Active collaboration and participation in initiatives and commercial opportunities with other business units within IDC’s network in AMAs or globally
• Champion the adoption and effective use of Salesforce and other sales enablement tools.

• University bachelor degree in a business discipline or relevant education
• Good knowledge of ICT Industry trends
• Strong knowledge of North America market and local players
• IT&T companies: Solutions, enterprise software or professional services, management or marketing consulting background or other research companies: such as Gartner, Forrester, Yankee, Ovum, TNS, Inform, etc
• 12+ years of experience in enterprise solution selling, including 5+ years in sales leadership role, accompanied with a wide experience at senior level in a service oriented business.
• Strong preference for east-coast based candidates

IDC is an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, age, marital status, pregnancy, genetic information, or other legally protected status.

At IDC, we are committed to fair and equitable pay practices. We pay our employees equitably for their work, commensurate with their individual skills and experience. Salary range and additional compensation, including discretionary bonuses and incentive pay, are determined by a rigorous review process. This process considers the experience, education, certifications, and skills required for the specific role, equity with similarly situated employees, as well as employer-verified US region-specific market data provided by an independent 3rd party partner. The expected total annual compensation, depending on location and experience, is between $300,000 - $375,000 and is inclusive of base salary and variable compensation.