Account Manager IV

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:

As a member of Forrester’s core sales organization, you’ll build long-term relationships with existing high-tech client accounts, deepen client engagement, and identify and pursue growth opportunities. You will become well-versed in the high-tech industry and will support clients in implementing customer-obsessed, go-to-market strategies that will drive client growth.

As a trusted adviser to strategy, sales, marketing, and product executives, you’ll be by the side of leaders who drive and influence the growth of their business. This is an excellent opportunity to accelerate personal growth as a sales professional and to work with some of the most disruptive and influential brands in the high-tech industry.

Job Description:

• Partner with your clients as a trusted business advisor by absorbing Forrester’s globally renowned research on emerging technologies, customer experience, and the art and science of scaling hypergrowth companies.
• Collaborate with Forrester’s world-class industry analysts and ecosystem to sell and deliver prescriptive client solutions.
• Develop and execute a territory strategy focused on customer growth. Uncover key business initiatives, engage new cross-functional buying centers, and develop sales opportunities in order to increase contract value and customer retention.
• Be by your client’s side. Listen to them to understand their business needs, competitive landscape, vision, and goals.
• Maintain and build relationships with executive-level contacts to understand their continuously changing technology landscapes, recognize the complexity of their issues, and identify new opportunities for selling within the account.
• Apply our client engagement model to deliver phenomenal value and client satisfaction.
• Use our extensive buyer insights research, buyer-aligned sales process, and helpful internal sales tools and technologies to achieve greater success.
• Meet overall renewal and enrichment goals for assigned territory accounts.
• Clearly and concisely articulate the value of Forrester’s differentiated offerings.
• Maintain knowledge and expertise in our products and services portfolio to align the appropriate solutions with client needs.

Job Requirements:

• Proven track record of high-performance selling.
• A collaborative team player.
• At least five to six years of experience in a B2B consultative selling environment or as a successful SDR/BDR, selling intangible products, ideas, and solutions to business leaders.
• Relevant, transferable B2B industry experience, such as in technology, financial services, business services, professional services, or healthcare.
• Experience in relationship development, consultative selling, prospecting, and delivering excellent customer experience through a “customer-obsessed” mindset.
• Experience with omnichannel outreach in order to engage with new buying groups and prospects.
• Experience negotiating advance opportunities and selling to executive-level contacts.
• Experience with territory forecasting as well as proactive and systematic pipeline management in a CRM system

Please note that the base salary range indicated here is inclusive of all applicable US geographies listed in this requisition. This salary range is based upon the position as described in the job listing. The offered compensation may vary within this range and is dependent upon the successful candidate’s primary work location, experience, training, education, and credentials.

Base salary range: $70,117 - $127,112

For employees based in Washington State, the percentage listed here is an estimated incentive commission target as a percentage of base salary, in accordance with the Forrester Sales Global Compensation Plan. Individual and company performance, as well as other eligibility criteria, will determine the actual incentive amount.

Commission target: 66.67%

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: $77,908 - $127,112

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%

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FLSA Status:

Non-Exempt

Here at Forrester, we welcome people from all backgrounds and perspectives. Our aim is for all candidates to be able to fully participate in Forrester’s recruitment process. If you would like to discuss a reasonable accommodation, please reach out to .

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.