VP, Research Director - B2B Sales Practice

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About This Role:

The Vice President, Research Director (VP, RD) leads a team of VPs, principal analysts, and executive partners — all former practitioners — in our B2B sales practice. This practice serves our B2B sales clients who are leaders of delivering customer value through creating a revenue strategy and sales plans, designing and developing a revenue enablement function, optimizing talent and sales compensation, enhancing sales content effectiveness, and building high-performing sales teams.

The VP, RD is responsible for: 1) defining a research agenda that addresses the needs of our target audience, sales executives including chief sales officers (CSOs) and chief revenue officers (CROs), channel sales executives, commercial excellence, go-to-market leaders, and revenue enablement leaders; 2) ensuring the quality of the research documents produced and developing forward-looking research plans with team members; and 3) acting as an advocate and champion, both within Forrester and with our clients. The latter entails partnering closely with our global sales and consulting organizations during the pursuit of new business opportunities as well as the enrichment of existing client relationships.

The ideal candidate has experience in sales strategy and planning, sales organizational design, sales process development and execution, and talent management. The successful candidate will lead a research team of six to eight analysts and executive partners. This VP, RD must partner effectively with their peers in other B2B practice areas such as B2B marketing executives, portfolio marketing, demand and ABM, partner ecosystem marketing, and revenue operations, and work well with the entire research ecosystem including research operations and research analytics functions. This role also includes recruiting and developing new analysts as needed. This person must be passionate and intuitive about helping individuals achieve their full potential as strategic thinkers, writers, and influencers for the world’s biggest B2B brands.

Job Description:

• Demonstrate thought leadership with the analyst team to refine and expand the existing research agenda by working collaboratively with multiple research teams.
• Edit syndicated research reports, ensure the quality of Forrester’s intellectual property, and ensure client-facing content is engaging and actionable.
• Guide the development of innovative frameworks and models to illustrate and enable B2B sales best practices especially relevant for sales leaders and executives.
• Ensure the achievement of team performance goals such as research production, client engagement, and event participation.
• Ensure the team is delivering on-time, high-quality client engagement through guidance sessions, inquiry, and advisory/consulting. Properly and proactively help analysts prioritize demands.
• Proactively monitor the responsiveness and satisfaction of our clients. Coach to improve as needed.
• Mentor and coach members of the research team in support of their professional development goals.
• Support and present at Forrester-sponsored and other events to drive awareness of the team’s research.
• Contribute to the growth of the Forrester services that distribute their teams’ research, participating in and influencing other RDs and analysts in the research development and innovation efforts.
• Work with Forrester’s sales, marketing, and customer success teams to support growth and retention.
• Partner with account teams to identify and pursue business opportunities including both client development and consulting.

Job Requirements:

• At least 15 years’ experience as a senior B2B sales industry practitioner and sales leader and/or as a B2B chief sales officer.
• Proven success in navigating a matrixed organization.
• Demonstrated sales and business strategy experience with senior management and/or C-level clients, especially B2B chief sales leaders.
• A creative view of markets, technologies, and the dynamics that are influencing the future of B2B sales leaders, sales strategy, operating models, and organizational design.
• A strong record of professional achievement.
• Superior analytical, writing, and presentation skills.
• The ability to travel 25% of the time or more.

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FLSA Status:

Exempt

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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.