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Senior Account Executive

Senior Account Executive

Job Locations 
US-CA-San Francisco
Category 
Sales

More information about this job

Overview

Fuel your intellectual curiosity and professional growth. Forrester is an idea company, where smart, motivated, curious people bring a diversity of opinions and the courage of their convictions to collaborate on ideas that change the course of business. Most of all, bring a point of view; here, every voice has value. At Forrester, you’ll work with innovative clients at emerging and established brands; these are the business and technology leaders we inspire and who inspire us. The Forrester experience is built on a singular, powerful purpose: to challenge thinking and lead change.

 

 

About This Role:

A global research and advisory firm, Forrester serves professionals in 13 key roles across three distinct client segments. Our clients face progressively complex business and technology decisions every day. To help them understand, strategize, and act upon opportunities brought by change, Forrester provides proprietary research, consumer and business data, custom consulting, events and online communities, and peer-to-peer executive programs. We guide leaders in the business technology, marketing and strategy, and technology industry through independent fact-based insight, ensuring their business success today and tomorrow.

 

The Senior Account Executive has an assigned quota that requires generating and closing new business within the assigned territory. He or she works 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 business issues. Upon new client acquisition, this person will collaborate with an account manager to ensure the successful transition of all new business bookings.

Responsibilities

  • 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 providers that currently are not Forrester clients.
  • Sell to CEOs and VP level and above within the prospect’s marketing, product, and sales organizations.
  • Maintain an appropriate sales pipeline to achieve quota, and 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 the Forrester value proposition for prospects.
  • Develop a complete understanding of Forrester's full array of product offerings, with an emphasis on business outcomes.

Qualifications

  • A proven track record of prospecting and selling to technology companies.
  • Proven experience in developing new business, achieving bookings goals, and managing personal sales strategies.
  • Seven or more years of proven experience in successful sales to C-level executives.
  • 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.
  • A bachelor’s degree.

 

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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.

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