Account Manager

About This Role: 

The Sales Account Manager 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 pursues growth opportunities by engaging with senior leaders and executives for Forrester’s existing accounts composed of Fortune-class companies. With a transparent, repeatable consultative sales process, this role achieves impactful outcomes by creating and orchestrating account penetration strategies. The Sales Account Manager anticipates client needs; understands what drives their success; challenges them to think differently; and provides highly valued business insights to enable clients to win, serve, and retain customers. Along the way, the Sales Account Manager will enjoy the opportunity to drive professional and financial growth. 

This role 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 position relies on the ability to build trust, foster relationships, and communicate effectively. 

Job Description: 

Key responsibilities 

• Partner with senior management (director, C-level) clients as a trusted business advisor by leveraging the company’s research on emerging technologies and customer experience. 

• Collaborate with industry analysts and the ecosystem to sell and deliver prescriptive client solutions. 

• Maintain the minimum weekly/daily metrics, and ensure quota is met. 

• Produce accurate and timely forecasts. 

• Uncover key business initiatives and engage new cross-functional buying centers. 

• Develop sales opportunities to increase contract value and customer retention. 

• Maintain and build relationships with executive-level contacts to understand their business needs and identify new opportunities. 

• Develop a complete understanding of the company’s products and services portfolio to align appropriate solutions with client needs. 

Skills and competencies 

• Demonstrate urgency and a sense of purpose. 

• Anticipate challenges, adapts to setbacks, and responds well to coaching. 

• Adapt communication style to audience needs and listens actively. 

• Leverage data and insights to secure support and commitment. 

• Apply critical thinking to anticipate challenges, make data-driven decisions, and achieve goals. 

• Pursues 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. 

Business scope, impact, strategic contribution and team interaction 

• Gain a deeper understanding of Forrester and its operations. 

• Develop professional expertise with general guidance for routine tasks and detailed instructions for new challenges. 

• Build positive relationships with internal and external stakeholders. 

• Complete tasks of moderate scope within established policies and procedures. 

• Influence team or project timelines through decisions. 

Thought leadership and expertise 

• Expand knowledge of the field and company policies to resolve daily tasks. 

• Apply domain expertise to address routine responsibilities effectively. 

Job Requirements: 

• A bachelor’s degree is preferred.

• At least two years of relevant/consultative sales experience.

• Experience selling business services to senior professionals in the Financial Services industry in a highly competitive market would be an advantage. 

• The ability and willingness to make cold calls and book meetings. Experience with omnichannel outreach in order to engage with new buying groups and prospects. 

• Proven experience in a similar role, specifically with account management, achieving quota goals, and managing personal sales strategies. 

• Effective presentation, organization, and time management skills. 

• A fast learner who is at ease with technology. 

• Excellent verbal and written communication skills. 

• Experience negotiating, advancing opportunities, and selling to senior-level executive contacts at the VP level or above, including CMOs, CIOs, CTOs, and CDOs. 

• Experience with account planning, territory forecasting as well as proactive and systematic pipeline management in a CRM system. 

• A collaborative team player. 

We’re a network of knowledge and experience leading to richer, fuller careers. Here, we’re always learning. Whether you want to hone your strengths or discover new ones, Forrester is the place to go for it. It’s a place where everyone is given the tools, support, and runway they need to go far. We’ll be right there beside you, every step of the way.