Forrester Account Director in Cambridge, Massachusetts
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:
The Account Director develops and executes a territory plan and strategy to gain new clients and address their critical business issues. This role requires reaching the quota for closing new businesses within assigned territory. You will target new buyers and conduct a needs analysis to demonstrate Forrester’s value while maintaining existing clients. You will work directly with an account manager to ensure the successful transition of all new business bookings.
You will advise business and technology C-suite leaders and build a lasting relationship with clients by anticipating their needs; understanding what drives their success; challenging them to think differently; and providing highly valued business insight to help them win, serve, and retain customers.
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 IT and marketing technology executives that currently are not Forrester clients.
Sell to VP level and above within the prospect’s IT and marketing organizations.
Maintain an appropriate sales pipeline to achieve quota. Keep the pipeline updated in Forrester’s CRM system (Salesforce.com).
Produce accurate and timely forecasts.
Understand the changing business and technology issues and needs that our potential clients face.
Work with research teams to better understand Forrester’s value proposition for prospects.
Develop a full understanding of Forrester’s complete product offerings, with an emphasis on business outcomes.
Identify key business leaders and build and maintain long-term relationships with VP- and C-suite-level influencers and buyers.
Proactively pursue business development opportunities with prospective and existing premier clients to meet renewal and enrichment goals.
Maintain full fluency in Forrester’s products and services and how they are sold to deliver value in the marketplace.
A bachelor’s degree.
Five to eight years’ sales experience plus 10 to 15 years’ professional experience in business development and account targets.
Seven or more years of established prospect and sales to C-level executives and technology companies.
Success in selling multiple, intangible products, ideas, and solutions (e.g., consulting and research) to Fortune 1000 companies.
Background in strategic account planning and management and growing key accounts.
History of developing new business, achieving bookings goals, and managing personal sales strategies.
Experience with procurement and management of complex buying processes to guide and advise clients.
Relevant, transferable industry experience, including consulting, professional services, financial services, retail, healthcare, or media (less critical).
Exposure to marketing and technology functions and digital as drivers of change within organizations (less critical).
The ability to align clients’ business objectives with Forrester solutions.
Exceptional verbal and written communication.
Excellent presentation and meeting facilitation skills.
The strategy to sell to and build rapport with senior-level executives (VP and above) such as CMOs, CIOs, CTOs, and CDOs.
A team player with effective organization and time management skills and strong business acumen.
The ability to travel frequently to attend in-person client meetings.
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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.
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