Sr Account Executive

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:

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 industry through independent fact-based insight, ensuring their business success today and tomorrow.

The Senior Account Executive has an assigned quota that requires generating and closing new business within the assigned territory. He/she works to develop and execute a territory plan and strategy that will result in high quota attainment. For qualified prospects, the Senior 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 from the assigned territory.
• Develop and close business by developing interest from IT and marketing technology providers that currently are not Forrester clients.
• Sell to VP level and above within the prospect’s IT and marketing organizations.
• Maintain an appropriate sales pipeline to achieve quota, and keep the pipeline updated in Forrester’s CRM system (salesforce.com).
• 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:

Forrester is looking for people who are inspired and inspiring. Our product is our intellectual capital, so we welcome and reward intellectual excellence, curiosity, and sophisticated thinking and look for:

• 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.
• Seven or more years of proven experience in successful sales 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.
• A bachelor’s degree.

Please note that the base salary range indicated here is inclusive of all applicable US geographies listed in this requisition, with the exception of New York City. This salary range is based upon the position as described in the job listing. The offered compensation may vary within this range and is dependent upon the successful candidate’s primary work location, experience, training, education, and credentials.

Base salary range: $94,530 - $171,370

Base salary range for New York City, NY: $120,788 - $197,075

For employees based in Washington State, the percentage listed here is an estimated incentive commission target as a percentage of base salary, in accordance with the Forrester Global Sales Global Compensation Plan variable plan. Individual and company performance, as well as other eligibility criteria, will determine the actual incentive amount.

Commission target: 66.67%

Applicants in Colorado: please refer to the annual base salary range and estimated commission target indicated below. Base salary is dependent on an employee’s experience and skills compared to the requirements of the role.

Annual Base Salary Range: $105,033 - $171,370

The following percentage is an estimated variable target as a percentage of base salary in accordance with the Forrester Global Sales Global Compensation Plan variable plan. Individual and company performance and other factors as set forth in the applicable plan will determine the actual incentive amount earned.

Commission target: 66.67%

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FLSA Status:

Exempt

Here at Forrester, we welcome people from all backgrounds and perspectives. Our aim is for all candidates to be able to fully participate in Forrester’s recruitment process. If you would like to discuss a reasonable accommodation, please reach out to .

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.