• Senior Account Manager

    Job Locations US-VA-McLean
  • 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:


    We are looking for a top-producing sales professional who can assist us in growing our existing account base in the US federal government. A Senior Account Manager who has prior experience selling business services to senior-level executives in a highly competitive market would be an advantage. He or she must excel at finding and closing new business and maintaining and building on current relationships. The Senior Account Manager must also be able to command presence with his or her strong business acumen. Success in this position requires a transparent and repeatable sales process and proven ability to navigate large, complex organizations. The goal of the Senior Account Manager is to help grow existing accounts to 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 meet his or her quota on a monthly and quarterly basis, which will require upsell and cross-sell to existing clients, as well as significant prospecting efforts within client accounts to generate consistent new pipeline. The Senior Account Manager will have the opportunity to demonstrate Forrester's capabilities and business fit to top government executives on a daily basis. This position requires travel as needed.


    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.


    • Maintain and develop client relationships within an existing account base.
    • Understand client missions to align and propose appropriate services.
    • Cross-sell to close appropriate new business from new buyers/suborganizations within client accounts. Sell primarily to senior management (program/mission leaders) at prospect accounts.
    • Maintain the minimum weekly/daily metrics for the role and an appropriate sales pipeline of five times quota.
    • Produce accurate and timely forecasts.
    • Understand client missions to align and propose appropriate services.
    • 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.
    • Understand the changing business and technology issues and needs that our clients face.
    • Work with vertical and horizontal research teams to better understand the Forrester value proposition for clients and prospects.
    • Demonstrate the ability to effectively collaborate with customer success managers to deliver value to existing customers and secure renewals early.
    • Develop and close business independently by developing interest from IT and business organizations.


    • Five-plus years of proven sales success in client management or consultative selling.
    • The ability and willingness to make cold calls and book meetings.
    • Strong business acumen.
    • Proven experience in a similar role, specifically with new-business development, achieving quota goals, and managing personal sales strategies.
    • Effective presentation, organization, and time management skills.
    • A results-oriented team player.
    • A bachelor’s degree or equivalent experience.
    • A fast learner who is at ease with technology.
    • Excellent verbal and written communication skills — both internal communications and executive-level communication.
    • Coachable.


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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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