Senior Account Executive

At Forrester, we're trusted to work on trailblazing, mission critical problems that business and technology leaders face today. That's why we're always looking to empower talented individuals to perform at their best every single day. We're proud of our community of smart people and vibrant voices who come together to do what's right by our clients and each other. Our success is driven by curiosity, courage and customer obsession. The confidence and drive to be bold at work. Join us and build an extraordinary future.

About This Role:
We are looking for a top-producing sales professional who can assist us in growing our new business footprint in the US public sector market. A Senior Account Executive who has prior experience selling business services to senior-level executives in a highly competitive market would be an advantage. The ideal candidate must excel at finding and closing new business, maintaining and building on current relationships, and commanding presence with their strong business acumen. Success in this position requires a transparent and repeatable sales process and proven ability to navigate large, complex organizations. The Senior Account Executive must be comfortable working with C-level executives and be able to demonstrate how Forrester will deliver value and assist the executive and their organization on delivering on their mission.

The Senior Account Executive has an assigned quota that requires generating and closing new business within the assigned territory. They work to develop and execute a territory plan and strategy that will result in high quota attainment. For qualified prospects, the Senior Account Executive must conduct a needs analysis and demonstrate the value of Forrester to potential clients by addressing critical challenges and issues. The Senior Account Executive will have the opportunity to demonstrate Forrester's capabilities and business fit to top government executives daily. This position requires travel as needed. Upon new client acquisition, this person will collaborate with an account manager to ensure the successful transition of all new business bookings.

Job Description:

• Achieve a new business sales quota in the assigned territory.
• Prospect and close appropriate accounts from the assigned territory.
• Develop and close business by developing interest from public sector leaders in IT, customer experience, and cybersecurity.
• Understand prospect and client missions to align and propose appropriate services.
• Maintain the minimum weekly/daily metrics for the role and an appropriate sales pipeline of five times quota.
• Produce accurate and timely forecasts.
• Develop a complete understanding of Forrester's full array of product offerings, with some emphasis on custom deliverables.
• Translate product and solutions into positive business outcomes.
• Understand the changing business and technology issues and needs that our clients face.
• Work with vertical and horizontal research teams to better understand the Forrester value proposition for clients and prospects.
• Demonstrate ability to effectively collaborate with customer success managers to deliver value to existing customers and secure renewals early.
• Develop and close business independently by developing interest from IT and business organizations.
• Work with research teams to better understand the Forrester value proposition for prospects.
• Develop a complete understanding of Forrester's full array of product offerings, with an emphasis on business outcomes.

Job Requirements:
Forrester is looking for people who are inspired and inspiring. Our product is our intellectual capital, so we welcome and reward intellectual excellence, curiosity, and sophisticated thinking and look for:

• Someone with a bachelor's degree.
• Background in business development and new business sales; five to eight years' sales experience plus eight-plus years' professional experience.
• Proven success in selling multiple intangible products, ideas, and solutions (e.g., consulting, services, and research) to large government agencies or Fortune 1000 companies.
• Proven experience in developing new business, achieving bookings goals, and managing personal sales strategies.
• Demonstrated ability to strategically sell to and build relationships with senior-level executives at the VP level or above, including CMOs, CIOs, CTOs, and CDOs.
• Excellent verbal and written communication and presentation skills.
• The ability to align client business objectives with Forrester solutions.
• Effective organization and time management skills.
• A team player.
• A high level of business acumen.
• The ability to travel.
  

The application deadline is February 28, 2025. Please refer to the job posting on Forrester.com careers page if the deadline has been extended

Explore #ForresterLife on:

Instagram

LinkedIn

Glassdoor

FLSA Status:

Here at Forrester, we welcome people from all backgrounds and perspectives. Our aim is for all candidates to be able to fully participate in Forrester's recruitment process. If you would like to discuss a reasonable accommodation, please reach out to accommodationrequest@forrester.com.

Forrester Research, Inc. is an Equal Opportunity/Affirmative Action Employer that is committed to equal employment opportunity for all qualified individuals without regard to race, color, religion, national origin, ancestry, sex, age, disability, sexual orientation, gender identity and expression, marital status, genetic information, military service, veteran status, or any other status protected by applicable law. Minorities, Women, Individuals with Disabilities, and Veterans are especially encouraged to apply.

Benefits at a Glance

Benefits at a Glance - Cambridge