• Senior Account Manager

    Job Locations US-VA-McLean | US-MA-Cambridge | US-TN-Nashville
  • 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:


    This role is part of the federal government sales team and reports to the federal government sales director. The Senior Account Manager has an assigned quota in the federal civilian department that requires generating and closing new business within the assigned territory. He/she works to develop and execute a territory plan that balances both proactive and reactive lead generation. This person will collaborate with an account manager to both grow existing clients and win net new clients. The goal of the Senior Account Manager is to help grow existing accounts to a critical mass of $2 million-plus. The Senior Account Manager 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 Manager must conduct a needs analysis and demonstrate the value of Forrester to potential clients by addressing critical business and mission issues.


    • Achieve a new-business sales quota in the assigned territory.
    • Work with the account management team to grow existing accounts to $2 million-plus.
    • Prospect and close appropriate accounts from a list of approximately five named accounts.
    • Develop and close business independently by developing interest from IT and business organizations.
    • Sell to senior roles within the prospect’s IT and marketing/strategy organization.
    • Maintain an appropriate sales pipeline to achieve quota, and keep the pipeline updated in Salesforce.
    • Produce accurate and timely forecasts.
    • Understand the changing business and technology issues and needs that our clients and potential clients face. 
    • Work with research teams to better understand the Forrester value proposition for prospects and clients. 
    • Develop a complete understanding of Forrester's full array of product offerings. 


    • A bachelor’s degree.
    • The ability to travel approximately 20% of the time.
    • Excellent verbal and written communication skills.
    • The ability to make cold calls, on average 40 per day.
    • Proven business acumen that translates to accomplished skills to work with senior executives.
    • Five or more years of proven sales success.
    • Proven experience developing new business, achieving revenue goals, and managing personal sales strategies in the federal civilian and/or department of defense markets.
    • Effective organization and time management skills.
    • A team player.
    • A fast learner who is at ease with technology.


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    FLSA Status:



    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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