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Forrester Sr. Account Executive II in Cambridge, Massachusetts

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:

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

Forrester is looking for a new-business Senior Account Executive who will develop and execute a territory plan and strategy to help win potential new clients and address their critical business issues. The Account Executive works directly with Forrester’s research leaders and other key resources as necessary to formulate strategy. The successful candidate. The successful candidate must: 1) attain the quota in generating and closing new business within assigned territory; 2) target new buyers; 3) conduct a needs analysis to demonstrate Forrester’s value while maintaining existing clients; and 4 collaborate with an account manager upon new client acquisition to ensure the successful transition of all new business bookings.

As a trusted advisor to business and technology C-suite leaders, this individual must build long-term relationships with leaders who drive and influence the growth of their business. By creating and orchestrating global new business account strategies, the Senior Account Executive will anticipate client needs; understand what drives their success; challenge them to think differently; and provide highly valued business insight to enable them to win, serve, and retain customers.

Job Description:

  • Achieve a new-business sales quota in the assigned territory.

  • Prospect and close appropriate accounts from the assigned territory.

  • Leverage a multichannel approach to generating demand and pipeline creation (social, video, digital, direct mail, phone, email, etc.).

  • Sell to VP level and above within the prospect’s IT, marketing, customer experience, digital, product, and sales organizations.

  • Maintain an appropriate sales pipeline to achieve quota. 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.

  • Identify key business leaders and build and maintain long-term relationships with VP- and C-suite-level influencers and buyers.

  • Proactively pursue business development opportunities with prospective and existing premier clients to meet renewal and enrichment goals.

  • Maintain full fluency in Forrester’s products and services and how they are sold to deliver value in the marketplace.

Job Requirements:

  • A bachelor’s degree.

  • A proven track record of prospecting and selling.

  • Proven experience in developing new business, achieving bookings goals, and managing personal sales strategies.

  • Three or more years of proven experience in successful selling to C-level executives.

  • Excellent verbal and written communication skills.

  • The ability to align client business objectives with Forrester solutions.

  • Effective organization and time management skills.

  • A team player with high level of business acumen.

  • Experience with procurement and in managing complex buying processes to be able to guide and advise clients.

  • Relevant, transferable industry experience (B2B sales).

  • Strong presentation and meeting facilitation skills.

  • The ability to travel to attend in-person client meetings and internal meetings (adjusted for COVID-19 realities).

  • The ability to pivot and be flexible in an ever-changing business environment.

  • Consistent overachievement and accolades.

  • Coachable and eager to learn.

  • Customer obsession — always puts the client first.

  • Enthusiasm — a passion for Forrester and the value we add to our clients.

  • Curiosity and creativity — a relentless problem solver.

  • Collaborative skills — wins or learns as a team.

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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.


Posting Title: Sr. Account Executive II

External Company URL: www.forrester.com

Street: 60 Acorn Park Drive