Sales Manager

Job Locations US-MA-Cambridge | US-CT-Norwalk | US-WA-Seattle | US-IL-Chicago | US-GA-Atlanta | US-NC-Charlotte | US-NC-Raleigh | US-PA-Philadelphia

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:

The Sales Manager leads a team of six to eight individual enterprise sales professionals responsible for renewing and growing relationships with high tech sector clients. The Sales Manager ensures that each team member meets their monthly and quarterly activity, development, and bookings goals. The Sales Manager helps drive sales for Forrester’s products into target client organizations by partnering with technology, customer experience, security, customer insights, and data analytic professionals. This role is for a high-performing individual who will help us meet our customer retention and growth targets by maximizing the sales team potential, crafting sales plans, and justifying those to plans to the upper management.

  • Achieve overall team sales goals.
  • Coach and motivate individual team members.
  • Develop a high-performing team culture.
  • Prepare team members for current and future opportunities.
  • Recruit, hire, onboard, and develop new team members for future growth.
  • Analyze sales forecasts, pipelines, and data to determine appropriate actions to meet sales goals.
  • Collaborate with other Forrester departments and sales teams to expand business.
  • Utilize Forrester’s CRM system (Salesforce) and sales methodology.
  • Lead by example within the sales organization and promote a positive attitude and environment.
  • Advise reps on accounts, answer questions, and assist when necessary.
  • Support reps with preparation and assist with presenting to prospective and existing clients of Forrester’s products and services.
  • Manage the region as a business with appropriate expense and budget controls.
  • Assist your team throughout their strategic sales cycles by deeply understanding customers’ needs and mapping them to the value of Forrester.
  • Participate in client-facing sales meetings in order to provide coaching opportunities for reps, as well as client engagement and feedback; partner with sales leadership to further define a successful and repeatable sales process.
  • Receive sales leadership coaching to ensure alignment to overall high tech team strategy.
  • Identify and make recommendations for improvement in the areas of process, efficiency, and productivity.

Job Requirements

  • A bachelor’s degree.
  • Eight years of sales experience, with minimum of two years in first-line sales management.
  • History of managing large accounts, achieving revenue goals, and managing sales strategies.
  • Successful previous experience as a sales representative or sales manager, consistently meeting or exceeding targets.
  • Success in sales management, both in sales target attainment and people/team development.
  • A track record in designing and implementing tactical sales initiatives through data and empirical analysis.
  • Strong, high-level relationship skills.
  • Excellent verbal and written communication skills.
  • High level of business acumen and understanding of how business leaders think.
  • Previous experience in selling to leaders (VP and C-level executives).
  • Experience in selling to technology providers (preferred but not required).
  • The ability to thrive in a team-selling environment.
  • Excellent mentoring, coaching, and people management skills.
  • The ability to grasp and absorb new concepts quickly (such as rapid advancements in the government industry).
  • Someone who is highly collaborative and able to demonstrate motivation.
  • Strong prospecting, needs analysis, negotiating, and closing skills.

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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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