• Sales Engineer, Analytics

    Job Locations US-MA-Cambridge
    Category
    Advisory - Data
  • 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:

    Forrester is searching for a Sales Engineer to support the field sales organization, generate new opportunities for our syndicated analytics products, and advance these opportunities through the sales process to closure. The Sales Engineer's primary responsibility is to represent Forrester Analytics products in the most appropriate way to prospects and customers to build credibility and trust in Forrester Analytics while addressing any objections and hurdles in the sales cycle.

    Responsibilities

    • Drive Forrester Analytics sales by partnering with client executives to help create and convert pipeline opportunities by providing presales support and product expertise.
    • Contribute in concrete and valuable ways at each stage of the sales cycle: creating high-quality professional presentations, custom demos, and proof of concepts; delivering technical deep-dive sessions and workshops; differentiating Forrester from competition; and answering RFIs, RFPs, etc.
    • Assess, capture, and translate complex business needs and pain points into a Forrester Analytics use case, including a thorough understanding of how clients within specific industries apply Forrester Analytics to achieve business objectives.
    • Work with various stakeholders within a company, understand their needs, and present a business case to clients that articulates a solution that accurately addresses customer needs and highlights the business benefits to the customer in a language they understand.
    • Come up with an analytics roadmap that blends into the client’s overall goals and strategic objectives, and map those to Forrester Analytics capabilities.
    • Drive field enablement and selling success strategies — training and certification, account prioritization strategies, narrative refinement, case studies, rep roundtables, etc.
    • Maintain an appropriate sales pipeline, and produce accurate and timely business forecasts based on your activity and your sales channel’s activity.
    • Evangelize product and solution knowledge with internal teams and shared communities.
    • Keep up to date with market trends in target industries, competitive insights, and industry regulatory/compliance requirements.
    • Provide feedback to the analytics team with insights into client and sales partner needs. Suggest product enhancements, pricing models, sales tools, and other go-to-market strategies to grow the analytics business.

    Qualifications

    • A minimum of five years of client-facing experience in a pre- or postsales capacity (e.g., sales engineer or solutions consultant), ideally with an enterprise analytics vendor, a professional services firm, an internal strategy/analytics group of a Fortune 1000 company, or a similar environment.
    • Relevant, transferable industry experience (e.g., financial services, retail, healthcare, media, automotive, technology, and telecom).
    • A proven ability to speak to relevant critical business issues and connect them to data/analytics business needs: customer experience, market activation/sales enablement, customer loyalty, customer service operations, and product development.
    • A demonstrated ability to develop simple solutions to the most complex problems and recommend the best solution to the business and technical teams.
    • Experience using business technology and remote communication tools as well as some analytics experience/knowledge (e.g., projects and tools like IBM Cognos, Microsoft Power BI, Tableau, etc.).
    • Strong communication and presentation skills with the ability to explain technical concepts and analytics-driven findings to businesspeople and to explain business processes, concepts, and challenges to market research or data professionals.
    • Experience working with cross-functional teams to uncover the key business value and formulate an ROI/TCO to help a prospect’s executive team justify the investment.
    • The ability to thrive in a high-energy, fast-paced environment, collaborating with other functions across the organization to achieve results as a high-performing, interdependent team.
    • A B.S./B.A. degree.
    • A willingness to travel up to 30%.

     

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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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