Account Executive III

Job Locations US-TN-Nashville | US-TX-Austin

Job Description

Our job is to be bold at work. 

It starts with an insatiable curiosity about clients, colleagues, and the future. At Forrester, we believe curiosity powers progress. Forresterites bring a diversity of opinions and the courage of their convictions to collaborate on the ideas and initiatives that change the course of business. As a trusted advisor to the most influential companies in the world, we live at the nexus of what’s next.

About This Role:

As a global research and advisory firm, Forrester serves professionals in 13 key roles across three distinct client segments. Our clients face progressively complex business and technology decisions every day. To help them understand, strategize, and act upon opportunities brought by change, Forrester provides proprietary research, consumer and business data, custom consulting, events and online communities, and peer-to-peer executive programs. We guide leaders in the business technology, marketing and strategy, and technology industries through independent fact-based insight, ensuring their business success today and tomorrow.

The Account Executive has an assigned quota that requires generating and closing new business within the assigned territory. Therefore, the successful candidate will work to develop and execute a territory plan and strategy that will result in high quota attainment. For qualified prospects, the Account Executive must conduct a needs analysis and demonstrate the value of Forrester to potential clients by addressing critical business issues. Upon new client acquisition, this person will collaborate with an account manager to ensure the successful transition of all new business bookings.


Job Description: 

  • Achieve a new business sales quota in the assigned territory.
  • Prospect and close appropriate accounts within the assigned territory.
  • Develop and close business by developing interest from IT and marketing technology providers that currently are not Forrester clients.
  • Sell to CEOs and VP-level executives and above within the prospect’s marketing, product, and sales organizations.
  • Maintain an appropriate sales pipeline to achieve quota, and keep the pipeline updated in Forrester’s CRM system (scom).
  • Produce accurate and timely forecasts.
  • Understand the changing business and technology issues and needs that our potential clients face.
  • Work with research teams to better understand the Forrester value proposition for prospects.
  • Develop a complete understanding of Forrester's full array of product offerings, with an emphasis on business outcomes.

Job Requirements: 

  • A bachelor’s degree.
  • A proven track record of prospecting and selling to technology companies.
  • Proven experience in developing new business, achieving bookings goals, and managing personal sales strategies.
  • Three or more years of proven experience in successful selling to C-level executives.
  • Excellent verbal and written communication and presentation skills.
  • The ability to align client business objectives with Forrester solutions.
  • Effective organization and time management skills.
  • A team player.
  • A high level of business acumen.
  • The ability to travel.

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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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