Head of Membership, GLF

Built on the exceptional foundations of six leading event and community brands, Techoraco has been connecting leaders in fibre, towers, data centres and markets for over 25 years. With this heritage at our core, we are dedicated to using our strength, expertise, scale and standing to drive forward the most efficient and the most effective marketplaces across digital infrastructure and technology.

About The Company
Techoraco is a long-standing and trusted provider of large-scale, international networking events, memberships and news, that cover the complete digital infrastructure ecosystem from fibre, data centres, wireless access, subsea and satellite. For over two decades, our events have connected the leaders from more than 150 countries at our series of powerhouse events including: ITW, Metro Connect USA, Capacity Middle East, Datacloud Global Congress and Capacity Europe– and through our industry membership body, the Global Leaders' Forum (GLF).

At techoraco, we believe our people are the key to our success. That's why we offer a supportive work environment that prioritises transparency, collaboration and inclusion. We're looking for passionate and dynamic individuals who are excited to be a part of something bigger, and we offer ongoing opportunities for professional development, so you can reach your full potential.

About The Role
The Global Leaders' Forum (GLF) is an industry body, established and owned by Techoraco, that consists of leaders from the largest international telecom carriers, such as AT&T, BT, Orange, Telefonica, Verizon and others. Its mission is to drive industry collaboration to ensure future interoperability and ubiquitous connectivity across the global digital ecosystem.

The GLF Community launched in late 2020 with the aim to extend our work and reach to the wider ecosystem. The GLF Community has grown quickly to 150+ corporate members and has ambitious plans to create new value propositions and membership tiers to serve additional member segments (e.g. data centres, investors, cloud providers, OEMs, system integrators, etc.) that all play a pivotal role in the development of the global digital infrastructure ecosystem.

The Head of Membership Sales role drives commercial strategy and growth of the GLF Community by both building and closing extensive new business pipelines and ensuring annual membership renewals.

The successful candidate will have an in-depth knowledge of membership value propositions, structures and sales cycles alongside an innate ability to be highly collaborative with a keen eye for new product development opportunities tied to GLF Community needs.

This is an exciting opportunity to join a fast-growing team and business that will appeal to entrepreneurial individuals within the tech, digital infrastructure or telecom industries with a passion for opportunities created via cross-industry collaboration.

The day-to-day will be highly varied and the ideal candidate will have existing market knowledge (and relationships) alongside a keen desire to learn more. The GLF tackles topics from network architecture to talent to investment to fraud prevention (tied to member priorities) alongside the relevant communities and stakeholders so this a fantastic opportunity for an experienced commercial or membership expert who gets excited about building new products, diving into new challenges and desires a highly varied role. He/she will be working in a highly entrepreneurial environment which will involve discipline in building and closing pipelines, leveraging Salesforce, and aligning clear commercial metrics (i.e. close rates, conversion, activity, new opportunities, multithreading, etc.) for accurate forecasting and development of the pipeline.

The Head of Membership will need to be able to travel internationally regularly for meetings and events throughout the year.

Key Responsibilities

• Develop the commercial membership strategy—able to jointly build and communicate 3-year plans and forecasts alongside the GLF Managing Director and Chief Commercial Officer.
• Evolve the value proposition of GLF Community membership by bringing on board new ideas based on effective relationship management with existing community members and research with prospective new members.
• Work with GLF Managing Director to build out new product lines and revenue-generating activities tied to membership.
• Actively support and engage with new digital infra market segments in order to ensure growth of the GLF Community. This responsibility will include extensive research, networking and business development. It is critical that the candidate is able to command the respect of members and the potential to be perceived as key influencer within the industry.
• Identify and develop a strong pipeline of new commercial opportunities.
• Management of key accounts, understanding member' ongoing objectives and delivering growing revenue from these clients across the GLF and support their involvement in relevant event business lines
• Effectively manage the end-to-end sales process and pipeline through clear commercial metrics (including close rates, conversion, activity, new opportunities, multithreading, etc.) and use of Salesforce.
• Deliver accurate weekly pipeline updates for Chief Commercial Officer, GLF Director and finance.
• Deliver on and exceed revenue targets for member acquisition.
• Build and maintain strong client relationships with senior level decision makers, using a highly consultative sales process
• Work closely with colleagues across all relevant techoraco brands and businesses (operations, SpEx and Delegate sales, product, marketing, editorial) to ensure the overall success of membership.
• Ensure customer and market feedback is shared with relevant colleagues across business units.
• Topic generation for new event ideas and launches.
• Travel extensively to visit clients and attend events.

Essential
KNOWLEDGE, EXPERIENCE AND SKILLS

• Extensive sales experience in a B2B environment
• Experience within a membership organisation with a depth of knowledge of commercial membership strategies.
• Experience in defining membership strategy in a B2B organisation.
• Proven experience of selling membership and demonstrable innovation in offerings within the membership space.
• Extensive experience of working in a business development role with exposure to the telecoms industry.
• Existing relationships with leading telcos, OEMs, S.Is and the wider ecosystem.
• Experience in building new business pipelines.
• Solid track record of sales success, regularly exceeding targets.
• Experience of having managed growth in member sales revenues.
• Proven ability to retain and grow key client accounts.
• Proven ability to adjust sales approach to match the client/situation.
• Proven ability to manage end-to-end sales processes and administration.
• Accurate forecasting of pipeline and revenues.

DESIRABLE

• Knowledge of telecoms / tech / digital infrastructure industry
• Experience working within member organisations such as GSMA, TM Forum, MEF or other relevant associations
• Bachelor's degree or equivalent

BEHAVIOURIAL COMPETENCIES

• Competitive and goal orientated
• Motivated by revenue generation and hitting targets
• Highly organised and calm under pressure
• Ability to keep to deadlines, pick things up quickly and multi-task
• Collaborative with other peers across the business in other functions
• Excellent communicator, able to deal with people at all levels of an organisation
• An active listener and strong consultative approach
• Entrepreneurial (self-starter) with a passion for building new business lines

We offer a competitive compensation package which empowers our employees to thrive both professionally and personally. Our benefits package includes medical, dental and vision coverage, employer matching retirement plan, flexible work arrangements, vacation time & paid holidays, tuition reimbursement & learning resources.

Techoraco provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, colour, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.