Strategic Account Executive

Forrester

About The Position

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 Strategic Account Executive is a highly motivated sales professional with a passion for building relationships and delivering value to clients. Using curiosity and an entrepreneurial mindset, this individual will expand our existing account base of within the Department of War by engaging with senior leaders and executives. With a transparent and repeatable, consultative sales process, the successful candidate will achieve impactful outcomes through creative prospecting — leveraging tools like social media, industry events, and personal connections. The Strategic Account Executive will work closely with top executives and their teams, gaining a deep understanding of their challenges and demonstrating how Forrester can support their mission. Success in this role will rely on the ability to build trust, foster relationships, and communicate effectively. This role requires a deep understanding of the DoW procurement process, strong relationship-building skills, and the ability to navigate complex sales cycles. The ideal candidate will have a proven track record of selling into federal agencies, specifically within the DoW, and a strong network of contacts within defense organizations.

Requirements

Demonstrate urgency, high energy, and a sense of purpose.
Anticipate challenges, adapt to setbacks, and respond well to coaching.
Adapt communication style to audience needs and listen actively.
Own decisions, actions, and challenges, actively working to overcome obstacles.
Leverage data and insights to secure support and commitment.
Apply critical thinking to anticipate challenges, make data-driven decisions, and achieve goals.
Pursue continuous learning and embrace diverse perspectives.
Prioritize work effectively to align with organizational goals and follow standard processes.
Build trust through consistency, reliability, and strong rapport.
A bachelor’s degree, preferred, but not essential.
A minimum of twelve years of relevant/consultative sales experience.
Experience selling business services to C-level professionals in a highly competitive market would be an advantage.
The ability and willingness to make cold calls and book meetings.
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 mindset.
A fast-learning ability and be at ease with technology.
Excellent verbal and written communication skills.

Responsibilities

Prospect and close appropriate new business prospects from a list based on a specific geography or vertical industry
Sell primarily to key stakeholders, including military leaders, mission and program directors, and their respective teams
Prospect and close appropriate new business prospects within the Department of War
Sell primarily to senior management (director, C-level) at prospective accounts.
Maintain the minimum weekly/daily metrics, and ensure quota is met.
Produce accurate and timely forecasts.
Develop a complete understanding of all our product offerings.
Understand the changing business and technology issues that our potential clients face.
Work with vertical and horizontal research teams to better understand the Forrester value proposition for our prospects.