Now Hiring - Sr Account Manager in Cambridge, MA

At Forrester, we’re trusted to work on trailblazing, mission critical problems that business and technology leaders face today. That’s why we’re always looking to empower talented individuals to perform at their best every single day. We’re proud of our community of smart people and vibrant voices who come together to do what’s right by our clients and each other. Our success is driven by curiosity, courage and customer obsession. The confidence and drive to be bold at work. Join us and build an extraordinary future.

About This Role:

We are looking for a top-producing sales professional who can assist us in growing our existing account base in the US Public Sector Market. A Senior Account Manager who has prior experience selling business services to senior level executives in a highly competitive market would be an advantage. He or she must excel at finding and closing new business, maintaining, and building on current relationships, and be able to command presence with their strong business acumen. Success in this position requires a transparent and repeatable sales process and proven ability to navigate large, complex organizations. The goal of the Senior Account Manager is to help grow existing accounts to critical mass of $2 million-plus. The Senior Account Manager must be comfortable working with C-level executives and be able to demonstrate how Forrester will deliver value and assist the executive and their organization on delivering on their mission.

The Senior Account Manager must meet his or her quota on a monthly and quarterly basis, which will require upsell and cross-sell to existing clients, as well as significant prospecting efforts within client accounts to generate consistent new pipeline. The Senior Account Manager will have the opportunity to demonstrate Forrester's capabilities and business fit to top government executives daily. This position requires travel as needed.

The Senior Account Manager must conduct a needs analysis and demonstrate the value of Forrester to potential clients by addressing critical business and mission issues.

Job Description:

• Maintain and develop client relationships within an existing account base.
• Identify key business leaders. Build and maintain long-term relationships with VP- and C-suite-level influencers and buyers.
• Understand client missions to align and propose appropriate services.
• Cross-sell to close appropriate new business from new buyers/ sub-organizations within client accounts. Sell primarily to senior management (Program/Mission leaders) at prospect accounts.
• 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.
• Translate product and solutions into positive business outcomes.
• Understand the changing business and technology issues and needs that our clients face.
• Work with vertical and horizontal research teams to better understand the Forrester value proposition for clients and prospects.
• Demonstrate ability to effectively collaborate with customer success managers to deliver value to existing customers and secure renewals early
• Develop and close business independently by developing interest from IT and business organizations.

Job Requirements:

• Demonstrated ability to strategically sell to and build relationships with senior-level executives at the VP level or above, including CMOs, CIOs, CTOs, and CDOs.
• Background in business development and account management; five to eight years’ sales experience plus eight-plus years’ professional experience.
• The ability and willingness to make cold calls and book meetings.
• Strong business acumen
• Proven experience in a similar role, specifically with growing existing client relationships, new-business development, achieving quota goals, and managing personal sales strategies.
• Proven track record of achievement in a business development and account management role (an average of six-plus years sales experience in addition to eight-plus years of professional experience).
• Proven success in selling of multiple intangible products, ideas, and solutions (e.g., consulting, services, and research) to large Government Agencies or Fortune 1000 companies.
• History of strategic account planning and management and growing key accounts; excellence in opening new accounts and areas within existing accounts that have high product/business fit through programmatic account development strategies.
• Experience with procurement and management of complex buying processes to guide and advise clients.
• Effective presentation, organization, and time management skills.
• A results-oriented team player.
• A bachelor’s degree or equivalent experience.
• A fast learner who is at ease with technology.
• Excellent verbal and written communication skills - both internal communications and executive-level communication
• Highly coachable and open to
• Relevant and transferable industry experience (e.g., consulting, professional services, financial services, utility, retail, healthcare, and media) is preferred.
• Federal Government or State and Local experience preferred

Please note that the base salary range listed here is inclusive of all potential US geographies; base salary will be dependent on an employee’s primary working location and the employee's skills compared to the requirements of the role.

Base salary range: $92,722 - $193,306

For employees based in Washington State, the percentage listed here is an estimated bonus target as a percentage of base salary. Individual and company performance, as well as other eligibility criteria, will determine the actual incentive amount.

Bonus target: 66.67%

We’re a network of knowledge and experience leading to richer, fuller careers. Here, we’re always learning. Whether you want to hone your strengths or discover new ones, Forrester is the place to go for it. It’s a place where everyone is given the tools, support, and runway they need to go far. We’ll be right there beside you, every step of the way.

Let’s be bold, together.

Job Type: Full-time

Salary: $92,722.00 - $193,306.00 per year

Experience level:

• 5 years
• 6 years
• 7 years
• 8 years

Schedule:

• Monday to Friday

Supplemental pay types:

• Bonus pay

Travel requirement:

• Travel

Ability to commute/relocate:

• North Carolina: Reliably commute or planning to relocate before starting work (Required)

Work Location: One location