• Account Manager

    Job Locations 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:

    The Account Manager (AM) for premier accounts grows, uncovers, and develops opportunities globally within Forrester’s largest accounts. This AM role will partner with an Executive Lead to share responsibility for managing and retaining client relationships and achieving an annual quota. The AM is accountable for achieving specified new business revenue targets within clients while maintaining a relationship with the key stakeholders within the accounts. The individual will be working directly with Forrester’s research leadership and other key resources as necessary to formulate strategy and is rewarded for client retention and enrichment sales. Roughly 25% of the Account Manager’s time is spent on travel within the assigned territory.

    Responsibilities

    • Prospect within existing accounts to find new business opportunities with executive level.
    • Manage relationships with existing clients to grow and retain business.
    • Build a strategy and vision for growth by identifying opportunities where Forrester can add significant value by creating a solution leveraging our entire product portfolio including research, consulting, data and advisory products.
    • Use analytical skills to understand our clients’ changing business and technology issues and needs.
    • Strategically educate clients on Forrester services and capabilities to support business needs and establish Forrester as a trusted resource.
    • Maintain an appropriate incremental sales pipeline to achieve account renewal and enrichment goals and update/maintain Forrester's sales pipeline system.
    • Properly position and manage internal resources to align with external opportunities.
    • Communicate professionally to both internal and external audiences.
    • Forecast accurately.

    Qualifications

    • Five-plus years’ experience selling to complex Fortune 500 client relationships, achieving new business revenue goals, selling consulting services, and managing personal sales strategies.
    • A background in sales including business development and account management
    • Intellectual curiosity – seeks to continuously build and apply their business and financial acumen and understanding of Forrester’s IP to be able to identify potential business opportunities.
    • A strategic mindset for managing the sales process, retaining and growing book of business, and leveraging the internal ecosystem.
    • Effective organization and time management skills; impeccable written, phone, and social media communication skills.
    • A results-oriented team player
    • A fast learner who is at ease with technology.
    • Bachelor’s degree or equivalent experience.

     

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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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