Senior Manager, Sales Product Management - Black Hat

Senior Manager, Sales Product Management - Black Hat

Informa Festivals marks an exciting new chapter in B2B events, bringing together some of the world's most influential creative, technology, and business festivals. We're combining prestigious brands like Cannes Lions, Black Hat, Money 20/20, GDC, and London Tech Week with cutting-edge marketing intelligence platforms and advisory services to deliver unmissable experiences and insights.

Our festival-led approach re-imagines traditional B2B events, creating powerful, immersive experiences that drive innovation and industry advancement. Building on decades of expertise and powered by Informa's international reach, we're shaping the next generation of business festivals.

Job Description

This role is based in our 605 Third Avenue, NY office. Are you ready to shape the future of cybersecurity events? As our Senior Manager, Product Management, you'll be at the heart of Black Hat and SecTor, orchestrating exceptional experiences for our sponsor community.

This role will drive revenue growth through innovative product development and optimization, managing our complete event sales portfolio including floor plans, pricing strategies, custom sponsorships, and prospectus creation. The ideal candidate blends analytical thinking with creative problem-solving to maximize revenue while delivering exceptional value to clients.

Responsibilities:

• Create and manage the sales inventory, maintaining strong product knowledge and ensuring healthy margins
• Strong interpersonal skills to collaborate with internal teams and external partners as needed
• Ability to read, analyze and use data to measure and improve performance of the team and the business
• Deep understanding of the dynamics of the event industry, cybersecurity market and customers

Product Strategy & Development:

• Develop and execute the strategic roadmap for event products, including exhibition spaces, sponsorship packages and digital offerings
• Research market trends and competitor offerings to identify new product opportunities and revenue streams
• Collaborate with cross-functional teams to proactively design innovative products that meet evolving customer needs and sales growth requirements
• Lead the development of comprehensive event prospectuses that effectively communicate value propositions

Floor Plan Management:

• Create and manage optimal event floorplans that maximize space utilization and revenue potential
• Analyze historical data to identify high-value areas and implement strategic booth placement
• Work with venue management and operations teams to ensure floor plans meet safety regulations and logistical requirements
• Implement digital floor plan solutions that enhance the exhibitor experience and streamline sales processes

Pricing Strategy:

• Own sales product pricing, providing clear reporting on cost margins for all inventory elements
• Develop data-driven pricing models for all events and sponsorship programs based on market analysis, historical performance, and competitive positioning
• Create tiered pricing structures that maximize revenue while providing clear value at each level
• Analyze pricing performance and make strategic adjustments to optimize revenue

Custom Sponsorships and Sales Enablement:

• Design sponsorship packages that can be customized to meet specific client objectives and deliver measureable ROI for sponsors
• Establish processes for efficiently scaling custom solutions without operational strain
• Drive the rebook sales process for all cybersecurity events
• Build strong relationships with the sales team, offering guidance and resources for their success
• Drive the go-to-market strategy by conducting and maintaining a competitive and segmentation analysis of the market
• Develop comprehensive sales tools and target account lists for current and new products, different buyer personas etc.
• Provide expert product knowledge during key client meetings and analyze performance data
• Analyze sales performance data to identify opportunities for process improvement

Performance Analysis:

• Conduct post-event analysis to identify successful products and areas for improvement
• Generate insights from customer feedback to inform future product development

Qualifications

• 7+ years in the events industry with experience in large-scale event operations, production or sales
• Strong product, project, budget management and reporting skills
• Proven ability to manage relationships with suppliers, clients, and internal stakeholders
• Experience planning, developing, and executing strategic plans with accurate forecasting
• Deep understanding of the cybersecurity and event markets and customer needs
• Exceptional communication skills and ability to create compelling presentations
• Confidence leading meetings, engaging with clients, and handling challenging and complex conversations
• Collaborative spirit with an ability to drive projects from ideation through delivery