Job Description

About the Role & Team

As a Business Development Director, you will play a critical role in accelerating IDC’s growth across EMEA. You will focus on new business development within a defined set of existing accounts, expanding IDC’s footprint by building strong executive relationships and positioning our Custom Solutions portfolio. This role is ideal for a competitive, self-driven professional who thrives in a fast‑paced, high‑impact environment.

You will join a small, high‑performing team of Custom Solutions Specialists who partner closely with account teams to drive regional growth.

What You’ll Do

• Drive new business generation by selling IDC’s Custom Solutions portfolio to clients in the technology sector.
• Identify, qualify, and close new opportunities through proactive prospecting, networking, and targeted outreach—owning the full sales cycle from first contact to contract signature.
• Support account managers by providing pre-sales expertise and helping them position and sell Custom Solutions into their existing account relationships.
• Develop deep expertise in IDC’s Custom Solutions offering, including key buyer personas (Marketing Intelligence, Regional Strategy, Marketing leaders) and their core use cases.
• Collaborate with EMEA leadership to shape regional growth priorities and contribute to the execution of strategic initiatives.
• Work closely with Global Solution Consultants to develop complex proposals, ensuring solution design aligns with client objectives.
• Maintain rigorous pipeline management in Salesforce, delivering accurate forecasting and consistently communicating progress to leadership.

What You Bring

• Hunter mentality: Highly self-motivated, resilient, and skilled at building pipeline in complex stakeholder environments.
• 10+ years of enterprise sales / business development experience, with demonstrated success in strategic account management and expansion.
• Experience selling to technology vendors and familiarity with the technology market intelligence ecosystem is strongly preferred.
• Proven ability to sell both custom, consultative solutions and defined product offerings.
• Strong executive presence and outstanding relationship‑building capabilities, including comfort engaging and influencing C‑suite stakeholders.
• Demonstrated excellence in owning the end-to-end sales cycle, including prospecting, outreach, positioning, and deal closure.
• BA/BS degree required; Marketing degree or MBA preferred.
• Exceptional written and verbal communication, presentation skills, critical thinking, and negotiation capabilities.
• Ability to thrive in a remote team environment with strong personal organisation and time management.
• English fluency required; English + German for Germany-based roles.
• Willingness to travel periodically across EMEA.
• Hybrid working model.

Why This Role Stands Out At IDC, your work helps shape how the world understands technology and where it goes next. You collaborate with curious, high-caliber colleagues who value rigor, integrity, and shared success. As the premier global provider of trusted technology intelligence, IDC equips business and technology leaders with the evidence they need to make confident decisions. Our insights inform strategy, investment, and innovation across industries and regions.

Recognized by IIAR as Analyst Firm of the Year for five consecutive years, IDC sets the standard for credibility and impact. With more than 1,000 analysts worldwide and a truly global perspective, we combine deep expertise with practical relevance. Here, your ideas matter, your voice is heard, and your contributions provide the insights leaders rely on every day. It is meaningful work, backed by a culture that supports growth, collaboration, and long-term career development with a globally respected brand.

What We Offer

• Individualized culture: Freedom to explore new areas of interest and stretch your skills beyond your core specialty.
• Flexibility: Work from home, with only one in-office day per month required.
• The opportunity to contribute within a highly professional, globally respected research and advisory firm where initiative, impact, and results are rewarded.
• Highly competitive benefits, ongoing training, and clear career progression pathways.

Equal Opportunity Employer

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

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