• Principal Analyst, Sales Executive Strategies

    Job Locations US-TX-Austin | US-MA-Cambridge | US-VA-McLean | US-NY-New York
  • 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. 

    About This Role:

    We're looking for channel sales thought leaders to join within the SiriusDecisions thought leaders product line. SiriusDecisions Sales Executive Services helps sales leaders develop and implement a world-class channel sales strategy that takes into account their go-to-market strategies, resource allocations, growth strategy, and budget investment decisions. We are unique in being able to provide a big-picture perspective on channel sales through our depth of knowledge, proven expertise, and willingness to work in partnership with our clients. As a Principal Analyst for channel sales strategies team, you’ll have the opportunity to leverage your experience along with your exceptional writing and speaking skills to advise clients on best practices and how to apply these in order to drive strategy, execution, and growth.


    • Advisory work: Interact directly with clients (in-person and virtually) to review research findings and guide them through the challenges of building a consistently successful revenue engine — through the use of indirect channels, alliances, and partners.
    • Research generation: Participate in the conceptualization and writing of key research deliverables, including research briefs, vendor profiles, webcasts, and core strategy reports.
    • Data gathering: Work with a wide variety of B2B organizations to gather key sales data using existing benchmarking models.
    • Service development: Work with other members of the channels sales strategies research and business development team to grow Sales Executive Services membership through sales and marketing activities with prospects.
    • Client-facing activities: Assist with consulting projects as needed (e.g., benchmarking, go-to-market, and assessments).
    • Presentation: Present at SiriusDecisions events (e.g., SiriusDecisions Summit) as well as industry and client events.


    • Minimum of 15 years of B2B sales leadership experience focusing on building and leading an indirect channels sales organization.
    • Extremely strong writing and analytical skills.
    • Experience in some or all of the following areas: indirect sales strategies; sales and GTM planning; channel sales organizational structures; partner planning; alignment with direct sales organizations; and alignment of product, marketing, and sales organizations.
    • B2B experience. (We focus exclusively on the B2B space.)
    • Customer-facing skills (someone who is a strong presenter, comfortable with executive-level audience, and able to identify issues/needs through effective questioning).

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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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