Sr Account Director
About The Position
Forrester is seeking a motivated sales professional to grow existing accounts comprised of Fortune-class companies. The role engages senior leaders and executives, builds account penetration strategies, and delivers value through a consultative sales process. The successful candidate will understand clients’ needs and business priorities, challenge them to think differently, and use Forrester’s business insights to help them win, serve, and retain customers. The Account Director works closely with executive clients and their teams, building trust and demonstrating how Forrester can support their objectives. The role partners with industry analysts and the broader ecosystem to sell and deliver prescriptive client solutions. It is an experienced professional position involving independent day-to-day work with limited oversight and general instruction for new activities. Decisions may affect department and potentially function performance.
Requirements
- A minimum of 12 years of relevant or consultative sales experience.
- A demonstrated ability to develop new business, achieve quota goals, and manage personal sales strategies.
- Ability and willingness to make cold calls and book meetings.
- Effective presentation, organization, and time-management skills.
- Excellent verbal and written communication skills.
- Ability to learn quickly and feel at ease with technology.
- Ability to build trust, foster relationships, and communicate effectively with senior leaders and executives.
- Demonstrated urgency and purpose; ability to anticipate challenges, adapt to setbacks, and respond well to coaching.
- Ability to adapt communication to audience needs, listen actively, and use data and insights to gain support.
- Critical thinking and data-driven decision-making skills.
- Ability to prioritize work in line with organizational goals and follow standard processes.
- Commitment to continuous learning and openness to diverse perspectives.
- A bachelor’s degree is preferred but not essential.
Nice To Haves
- Experience selling business services to senior- or C-level professionals in a highly competitive market.
Responsibilities
- Partner with director- and C-level clients as a trusted business advisor, using Forrester research on emerging technologies and customer experience.
- Collaborate with industry analysts and the ecosystem to sell and deliver prescriptive client solutions.
- Maintain required weekly and daily sales metrics and meet quota.
- Produce accurate and timely sales forecasts.
- Uncover key business initiatives and engage new cross-functional buying centers.
- Develop sales opportunities that increase contract value and customer retention.
- Build and maintain relationships with executive-level contacts to understand business needs and identify opportunities.
- Develop a thorough understanding of Forrester’s products and services and align appropriate solutions with client needs.
- Create and orchestrate account penetration strategies for existing Fortune-class accounts.
- Use consultative selling to anticipate client needs and communicate relevant business insights.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
