• Senior Account Executive

    Job Locations CN-Beijing
  • 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 Senior Account Executive has an assigned quota that requires generating and closing new business within the assigned territory. She/he 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.


    • Achieve a new business sales quota in the assigned territory.
    • Prospect and close appropriate accounts from a target account list.
    • Once closed, keep the relationship with these accounts and develop them further.
    • Develop and close business by developing interest from technology and marketing enterprises that currently are not Forrester clients.
    • Sell to the VP level and above within the prospect’s technology and marketing organizations.
    • Maintain an appropriate sales pipeline to achieve quota, and keep the pipeline updated in Forrester’s CRM system (Salesforce).
    • 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.
    • Diagnose and gain a deep understanding of the challenges of C-level executives and align Forrester solutions with those challenges.


    • A proven track record of prospecting and selling to $1B+ companies.
    • Proven experience in developing new business, achieving revenue 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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    Forrester Research is an equal opportunity employer and is committed to providing a work environment that is free from all forms of discrimination, including sexual harassment.


    Data Protection

    The information provided by you in this application will be used for the purposes of recruitment and, for successful applicants only, for personnel administration and management purposes and to comply with the employer’s obligations regarding the retention of employee records. If your application is unsuccessful, Forrester Research, Inc., its subsidiaries, affiliates, and/or service providers (collectively “Forrester”) will retain your personal information on secure file solely to consider you for future recruitment opportunities.


    By submitting your resume/CV, you consent to Forrester’s retention of the information provided on a secure file for personnel administration and management purposes and/or in order to consider you for future employment opportunities and to the transfer of the information provided to:


    Forrester’s offices in the US and other countries outside the European Economic Area; and Service providers engaged by Forrester for the purposes of processing applications for employment who may be located outside the European Economic Area.


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