• Principal Analyst, Sales Operations Strategies

    Job Locations US-Homeworker
  • 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 thought leaders to join the sales operations strategies (SOS) service within the SiriusDecisions product line. SiriusDecisions’ SOS service provides best practice research, benchmarking data, analytic models, and thought leadership to leverage and enhance a B2B organization’s sales strategy. It covers a broad range of critical sales topics, including sales planning, lead management, sales compensation, sales process, deal desk, sales intelligence, data science, sales forecasting, and sales technologies.

    The Principal Analyst develops, writes to, presents to, and advises sales operations professionals on Forrester’s research regarding the rapidly changing landscape of sales and revenue operations, which encompasses a broad range of service and business capabilities.

    As a successful candidate, you’ll have boundless opportunities to leverage your experience and exceptional writing and speaking skills to advise clients on best practices and how to apply these in order to drive strategy, execution, and growth.


    • Research generation: Participates in the conceptualization and writing of key research deliverables, including research briefs, vendor profiles, webcasts, and core strategy reports.
    • Data gathering: Works with a wide variety of B2B organizations to gather key sales data using existing benchmarking models.
    • Analyst work: Interacts directly with clients (in-person and via telephone) to review research findings and discuss business-related problems/issues.
    • Service development: Works with our SOS analysts and business development team to grow SOS membership through sales and marketing activities with prospects.
    • Client-facing activities: Assists on ad hoc consulting projects as needed (e.g., benchmarking, go-to-market, and assessments).
    • Presenting: Present at SiriusDecisions events as well as industry and client events.


    • A strong record of academic achievement; BA or BS at a minimum, but MBA or MS is preferred.
    • Minimum of 15 years of B2B marketing and sales operations experience.
    • Experience in some or all of the following areas: sales operations; territory design and coverage models; sales process design; sales compensation planning; sales force automation (SFA) implementation and management; forecast/pipeline management; sales intelligence; data science; and data analysis.
    • B2B experience. (We focus exclusively on the B2B space.)
    • Customer-facing skills (a strong presenter who is comfortable with executive-level audience and has the ability to identify issues/needs through effective questioning).
    • A deep intellectual curiosity about the effect of technology on the business landscape.
    • Solid business instincts and a practical understanding of how sales operations professionals operate.
    • Superior listening, analytical and critical thinking, and writing skills, as well as notable presentation skills. Analysts are expected to take complex, disparate ideas and distill them into simple, provocative concepts — and be willing to take a stand on vendors and outcomes.
    • The ability to travel more than 25% of the time.

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    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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