Account Manager

Forrester Research, Inc. Mclean , VA 22107

Posted 2 weeks ago

Overview

Fuel your intellectual curiosity and professional growth. Forrester is an idea company, where smart, motivated, curious people bring a diversity of opinions and the courage of their convictions to collaborate on ideas that change the course of business. Most of all, bring a point of view; here, every voice has value. At Forrester, you'll work with innovative clients at emerging and established brands; these are the business and technology leaders we inspire and who inspire us. The Forrester experience is built on a singular, powerful purpose: to challenge thinking and lead change.

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 federal government. An Account Manager who has prior experience selling business services to senior-level government executives in a highly competitive market would be an advantage. He or she must excel at finding and closing new business and maintaining and building on current relationships. The Account Manager must also be able to command presence with his or her strong business acumen. Success in this position requires a transparent and repeatable sales process.

The 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 significant prospecting efforts within client accounts to generate a consistent new pipeline. The Account Manager will have the opportunity to demonstrate Forrester's capabilities and business fit to top government executives on a daily basis. This position requires travel as needed.

Responsibilities

  • Maintain and develop client relationships within an existing account base.

  • Understand client missions to align and propose appropriate services.

  • Cross-sell to close appropriate new business from new buyers/suborganizations 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 products 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.

Qualifications

  • Five-plus years of proven sales success in client management or consultative selling.

  • The ability and willingness to make cold calls and book meetings.

  • Strong business acumen.

  • 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 team player.

  • A fast learner who is at ease with technology.

  • Excellent verbal and written communication skills.

  • Coachable.

  • Effective organization and time management skills; impeccable written and phone communication skills.

  • A results-oriented team player.

  • A bachelor's degree or equivalent experience.

  • A fast learner who is at ease with technology.

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FLSA Status:

Exempt

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.


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