Sr. Account Manager

at Forrester Research, Inc. in Chicago, Illinois, United States

Job Description

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:
We're looking for a Senior Account Manager to pursue growth opportunities for our premier accounts. Capitalizing on changing markets and digital disruption, you'll help clients transform their business and drive strategies that put the customer at the center.

As a trusted advisor to business and technology senior executives, you'll build long-term relationships with leaders who influence the growth of their business. By creating and orchestrating account penetration strategies, you will also anticipate client and prospect needs, understand what drives their success; challenge them to think differently; and provide highly valued business insights to enable clients to win, serve, and retain customers.

Job Description:
Identify key business leaders. Build and maintain long-term relationships with VP- and C-suite-level influencers and buyers.
Proactively pursue business development opportunities with prospective and existing clients to meet renewal and enrichment goals.
Lead the strategy for growth of accounts by identifying high business, sales opportunities where Forrester can add significant value for the client.
Build credibility through an in-depth understanding of a client's business, external environment, and industry.
Collaborate with account teams throughout the lifecycle of client engagements.
Work with clients as a trusted advisor to solve problems and challenge their thinking.
Meet the overall renewal and enrichment goals of the accounts assigned to you.
Maintain full fluency in our products and services and how they can deliver value in the marketplace.

Job Requirements:
The ability to strategically sell to and build relationships with senior-level executives at the VP level or above, including CMOs, CIOs, CTOs, and CDOs.
Proven track record of achievement in a business development and account management role (an average of six-plus years sales experience in addition to eight-plus years of professional experience).
Proven success in selling of multiple intangible products, ideas, and solutions (e.g., consulting and research) to Fortune 1000 companies.
Proven history of strategic account planning and management and growing key accounts.
Experience with procurement and management of complex buying processes to guide and advise clients.
Relevant and transferable industry experience, e.g., consulting, professional services, financial services, retail, healthcare, and media (less critical).
Experience working with core technology groups, roles, and functions, including security, IT, and operations.
The ability to articulate the digital future as a key driver of change within organizations will be a bonus.
Strong presentation skills.
The ability to travel frequently to attend in-person client meetings (adjusted for COVID-19 realities).
History of opening up new accounts and areas within existing accounts that have high product/business fit through programmatic account development strategies

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: $103,024 - $168,092

The following percentage is an estimated variable target as a percentage of base salary, in accordance with the Forrester Sales Global Compensation 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%

The application deadline is August 30 2024. Please refer to the job posting on Forrester.com careers page if the deadline has been extended

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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.