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:
The Account Manager (AM), Premier Accounts, uncovers and develops net new opportunities within a portfolio of Forrester’s largest accounts. The AM will report directly to the sales director managing the European region and is accountable for achieving specified new business revenue targets within clients while maintaining a relationship with the key stakeholders within the accounts. The ideal candidate will exhibit both hunter and farmer skills and have a true desire to build long-term business relationships. The AM should be business fluent and have the ability to create a vision, design the right strategy, and develop a strong ecosystem to allow timely, focused execution on this strategy. The AM will be supported by Global Account Directors in North America and a European local ADM. The AM must also be able to think global but act local.
Job Description:
Build and execute upon territory and account plans to maintain and grow client revenues annually by a minimum of 30%.
Generate direct revenues from existing clients by selling additional Forrester products and services, managing accounts, and selling activities intelligently.
Maintain an appropriate incremental sales pipeline to achieve account enrichment goals and update/maintain Forrester's sales pipeline system.
Energize the internal sales channels (subsidiary reps) to ensure that they are motivated to contribute to the growth and enrichment pipeline and overall results.
Forecast accurately.
Maintain quality relationships to retain clients.
Leverage existing relationships as references in order to develop and close opportunities in other parts of designated accounts.
Use analytical skills to understand our clients’ changing business and technology issues and needs.
Work strategically to develop and execute client partnership plans that position Forrester as a strategic resource.
Innovate to find new ways to monetize Forrester’s services and tap into previously unseen lines of budget.
Communicate professionally to both internal and external audiences.
Job Requirements:
An undergraduate degree; a B.A./B.S. is required.
Proven sales success in client management or consultative selling.
Proven experience managing client relationships, achieving revenue goals, and managing personal sales strategies.
Effective organization and time management skills.
Good telephone/communication skills.
A team player.
A fast learner who is at ease with technology.
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.
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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 accommodationrequest@forrester.com.
Data Protection
The information provided by you in this application will be used for the purposes of recruitment and, for successful applicants only, for personnel administration and management purposes and to comply with the employer’s obligations regarding the retention of employee records. If your application is unsuccessful, Forrester Research, Inc., its subsidiaries, affiliates, and/or service providers (collectively “Forrester”) will retain your personal information on secure file solely to consider you for future recruitment opportunities.
By submitting your resume/CV, you consent to Forrester’s retention of the information provided on a secure file for personnel administration and management purposes and/or in order to consider you for future employment opportunities and to the transfer of the information provided to: Forrester’s offices in the US and other countries outside the European Economic Area; and Service providers engaged by Forrester for the purposes of processing applications for employment who may be located outside the European Economic Area.
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