• Senior Sponsorship Sales Rep

    Job Locations US-MA-Cambridge
    Category
    Events
  • 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 sits within a dynamic team of events, sales, and marketing professionals who deliver together a series of marketing and technology conferences in North America, Europe, and Asia Pacific. Based in Cambridge, the Senior Sponsorship Sales Representative reports to the manager of event sales and includes selling and delivering sponsorship products to a wide range of technology and marketing vendors.

    Responsibilities

    • Sell event sponsorships ranging from $15,000 to $125,000 via the telephone and onsite at events to technology and marketing vendors, service providers, and consultants.
    • Create and manage a prospect pipeline that is three to four times more extensive than the target to grow the sponsorship client base and ensure target attainment.
    • Maintain the minimum daily phone metrics.
    • Establish strong relationships and work closely with the direct sales force within Forrester on client accounts and nonclient accounts to prospect and close sponsorship sales.
    • Produce accurate and timely forecasts.
    • Manage accounts onsite at Forrester events, including preconference briefings, setup support, account support during the event, and a post-event feedback session.
    • Coordinate with events marketing and logistics to ensure timely receipt of the promised deliverables to sponsors and that post-sale requests are addressed.
    • Retain and build quality relationships to renew sponsorship business.
    • Align the content and value proposition of the event with the prospective sponsor’s business initiatives and goals.
    • Meet revenue and bookings targets for sponsorship sales.
    • Provide timely collection of sponsorship revenues.
    • Achieve high levels of customer satisfaction among sponsors.
    • Clearly convey the established sponsorship programs to prospective sponsors.

    Qualifications

    • A bachelor’s degree.
    • Three years of experience selling conference and event sponsorship and exhibit programs or related experience selling to technology and marketing vendors.
    • Direct experience in meeting sales objectives, building a network of contacts, turning leads into sales, identifying and closing new accounts, and managing large sponsor accounts.
    • Knowledge of and experience with CRM systems, preferably Salesforce.com.
    • The ability to reach year-to-date quota target of approximately $1.5 million.
    • The ability to multitask with internal departments and manage the process of legal, billing, and logistics.
    • Excellent communication and expectation-setting skills.
    • Strong organizational skills.

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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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