Account Manager II

Job Locations US-MA-Cambridge | US-VA-McLean
Category
Sales
Family
GS

Job Description

  • Work to identify, develop, and close new sales opportunities within existing accounts in the identified territory.
  • Maintain and develop client relationships within an existing account base.
  • The ability to develop rapport and maintain strong working relationships with internal partners and external customers.
  • Understand client missions and desired business outcomes to align and propose appropriate services.
  • Cross-sell to close appropriate new business from new buyers/suborganizations within client accounts and sell primarily to senior management (program/mission leaders) and executives (C-level and above).
  • Maintain the minimum weekly/daily metrics for the role and an appropriate sales pipeline of five times quota.
  • Produce accurate and timely forecasts.
  • Understand client missions to align and propose appropriate services.
  • Develop a complete understanding of Forrester's full array of product offerings, with some emphasis on custom deliverables.
  • Work closely with capture and solutions partners to identify key projects, programs, and offices to sell to and align the right solution based on client needs.
  • Manage the account planning process in partnership with a customer success manager.
  • Develop new strategies for our offerings within key accounts.
  • Become a trusted advisor for senior IT and business executives of key accounts to create long-term partnerships with customers.
  • Work in a collaborative team-based model.
  • Translate product and solutions into positive business outcomes.
  • Understand the changing business and technology issues and needs our clients face.
  • Work with vertical and horizontal research and consulting teams to better understand the Forrester value proposition for clients and prospects.
  • Plan and organize daily work schedule.
  • Demonstrate exceptional follow-through, personal drive, and the desire to make a difference.
  • Present key selling points, features, and benefits while focusing on the customers’ needs and expectations.
  • Use a consultative sale approach.
  • Listen attentively and respond effectively to customer concerns.
  • Demonstrate the ability to close sales and overcome customers’ objections.

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