Senior Vice President

US-MA-Cambridge
Category
Sales

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:

As the global sales leader for the premier vendor business, you will drive Forrester’s age of the customer strategy through your organization. Through your strong leadership, your teams will support clients in implementing business transformations and customer-obsessed strategies that will drive client growth and enable them to win, serve, and retain their customers.

Responsibilities

  • Lead sales for the premier vendor business, which includes approximately 55 sales reps, with six direct reports.
  • Be responsible for Forrester’s premier vendor business targeting premier/global accounts. Forrester serves both users of technology and vendors of technology. This position focuses on the top vendors, agencies, and professional services companies that sell to our user clients.
  • Drive account growth in premier vendor, agencies, and professional services accounts.
  • Pivot from the traditional footprint of analyst relations and product marketing to build awareness of how Forrester can help our “vendors as users” with consultative solutions sales to the CXO level (CMOs, CIOs, COOs, CDOs, etc.).
  • Grow revenues at double-digit rates on an annual basis: Continue the growth of syndicated research and data; drive growth in Forrester’s non-syndicated consulting business; tightly manage the renewals process to maintain a renewal rate of more than 90% and an increasing share of wallet; and grow existing account revenues and increase the average deal size.
  • Lead the execution of our sales strategy by your team; cascade our selling strategy, design, and plan to your people and their territory plans.
  • Develop strong relationships with research, marketing, data, and consulting so that you can partner on critical strategic matters and business issues to drive sales pipeline growth and revenue bookings.
  • Energize, inspire, motivate, and maintain a strong, positive culture that brings together Forrester’s premier vendor business to optimize performance.
  • Ensure that your team complies with standard sales processes regarding pipeline hygiene, win/loss recording, and value capture.

Qualifications

  • Fifteen to 20 years of experience in consultative and solution selling in the technology and information services industries in the US.
  • Experience selling both recurring revenue business and custom solutions to enterprise end user or vendor customers.
  • A track record of cross-selling and upselling in existing premier accounts combined with new business development.
  • Experience leading a sales force transformation from selling products to selling solutions.
  • Someone who has led revenue growth through individual contributions to sales strategy and sales execution (e.g., from $60 million to $115 million).
  • High IQ and EQ to lead consultative solution selling to the CXO level.
  • Experience selling both technology and business solutions (not products).
  • Someone who has developed a strong, referenceable client base in enterprise organizations at the CXO level.
  • The ability to develop and manage detailed budgets, forecasts, and team performance, setting and meeting or exceeding quarterly and annual revenue targets.
  • Someone who is charismatic, with the ability to build relationships and trust at all levels both within clients and within Forrester.
  • A demonstrated track record as an inspiring team leader — someone who develops a strong following of sales team members who take accountability for both their results and how they attain them.
  • Experience of recruiting and developing solutions and consultative sales personnel as well as team building.
  • The ability to drive internal discussion about strategies, ideas, new opportunities, and the best methods for achieving success in a changing marketplace.

 

 

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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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