Senior Account Manager

Join Forrester

At Forrester, we're trusted to work on trailblazing, mission critical problems that business and technology leaders face today. 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're seeking a highly motivated sales professional with a passion for building relationships and delivering value to clients. Using curiosity and an entrepreneurial mindset, this individual pursues growth opportunities by engaging with senior leaders and executives for Forrester's existing accounts composed of Fortune-class companies. This role involves a transparent, repeatable consultative sales process and achieves impactful outcomes by creating and orchestrating account penetration strategies. The Senior Account Manager anticipates client needs; understands what drives their success; challenges them to think differently; and provides highly valued business insights to enable clients to win, serve, and retain customers. Along the way, this individual will enjoy the opportunity to drive professional and financial growth. The successful candidate will work closely with top executives and their teams, gaining a deep understanding of their challenges and demonstrating how Forrester can support their mission. Success in this position entails the ability to build trust, foster relationships, and communicate effectively.

Job Description

Key responsibilities include :

Partner with senior management (director, C-level) clients as a trusted business advisor by leveraging the company's research on emerging technologies and customer experience.

Collaborate with industry analysts and the ecosystem to sell and deliver prescriptive client solutions.

Maintain the minimum weekly / daily metrics, and ensure quota is met.

Produce accurate and timely forecasts.

Uncover key business initiatives and engage new cross-functional buying centers.

Develop sales opportunities to increase contract value and customer retention.

Maintain and build relationships with executive-level contacts to understand their business needs and identify new opportunities.

Develop a complete understanding of the company's products and services portfolio to align appropriate solutions with client needs.

Skills and competencies include :

Demonstrate urgency and a sense of purpose.

Anticipate challenges, adapt to setbacks, and respond well to coaching.

Adapt communication style to audience needs and listen actively.

Leverage data and insights to secure support and commitment.

Apply critical thinking to anticipate challenges, make data-driven decisions, and achieve goals.

Pursue continuous learning and embraces diverse perspectives.

Prioritize work effectively to align with organizational goals and follow standard processes.

Build trust through consistency, reliability, and strong rapport.

Business scope, impact, strategic contribution, and team interaction :

Experienced professional, fully competent in core elements of the role. Independently complete day-to-day tasks and solve diverse problems.

Work on daily tasks with limited oversight and receive general instruction for new activities.

Develop positive working relationships with senior team members in the department.

Thought leadership, knowledge, and expertise :

Full understanding of domain and growing understanding of company and market.

Use field and company knowledge to address a range of issues.

Job Requirements

A bachelor's degree is preferred. At least five years' relevant / consultative sales experience. Experience in selling business services to senior-level professionals in a highly competitive market is an advantage. The ability and willingness to make cold calls and book meetings. Proven experience in a similar role, specifically with new-business development, achieving quota goals, and managing personal sales strategies. Effective presentation, organization, and time management skills. A fast learner who is at ease with technology. Excellent verbal and written communication skills.

Please note that the base salary range indicated here is inclusive of all applicable US geographies listed in this requisition. 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 : $83,000 - $125,000. For employees based in Washington State, the percentage listed here is an estimated bonus target as a percentage of base salary, in accordance with the Forrester Employee Bonus plan. Individual and company performance, as well as other eligibility criteria, will determine the actual incentive amount. Bonus target : 66.67%. For information on benefits, please visit : Forrester Benefits .