Overview

Our job is to be bold at work.

It starts with an insatiable curiosity about clients, colleagues, and the future. At Forrester, we believe curiosity powers progress. Forresterites bring a diversity of opinions and the courage of their convictions to collaborate on the ideas and initiatives that change the course of business. As a trusted advisor to the most influential companies in the world, we live at the nexus of what's next.

About This Role:

We are looking for a top-producing sales professional who can assist us in expanding our existing account base of emerging technology provider accounts. An Account Executive who has prior experience in selling business services to C-level professionals in a highly competitive market would be an advantage.

The Account Executive must: 1) excel at finding and closing new business and maintaining and building on current relationships and 2) be able to command presence with strong business acumen. Success in this position requires a transparent and repeatable sales process. The Account Executive must meet a quota on a monthly and quarterly basis, which will require significant prospecting efforts leading to numerous meetings weekly.

The successful candidate will have the opportunity to demonstrate Forrester's capabilities and business fit to top executives such as CEOs, CMOs, and vendor strategists at emerging technology providers on a daily basis. This position requires quarterly travel as needed.

Responsibilities

• Maintain and develop current client relationships from a specific account base.


• Prospect and close appropriate new-business prospects from a list based on a specific geography or vertical industry.


• Sell primarily to senior management (director and C-level professionals) at prospect accounts.


• Maintain the minimum weekly/daily metrics for the role and an appropriate sales pipeline of five times to eight 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 to C-level prospects.


• Understand the changing business and technology issues and needs that our potential clients face.


• Work with vertical and horizontal research teams to better understand the Forrester value proposition for prospects.

Qualifications

• The ability and willingness to make cold calls and book meetings.


• Strong business acumen.


• Proven experience in a similar role, specifically in developing new businesses, achieving quota goals, and managing personal sales strategies.


• Effective presentation, organization, and time management skills.


• Excellent verbal and written communication skills.


• A team player.


• A coachable, fast learner who is at ease with technology.

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FLSA Status:

Exempt

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.