Account Director

Description:

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 Account Director 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 Account Director anticipates client needs; understands what drives their success; challenges them to think differently; and provides highly valued business insights to enable clients to win, service and retain customers. Along the way, the Account Director 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.
• 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.
   

Business scope, impact, strategic contribution, and team interaction
 

• Manage complex and diverse tasks. Independently completes complex tasks, especially those related to area of specialization.
• Build relationships with key contacts outside of own domain.
• Impact team or department performance through decisions.
• Develop expertise in specific focus area.
• Work independently with limited oversight.
   

Thought leadership, knowledge, and expertise
 

• Employ domain expertise to identify creative solutions to complex issues.
   

Job Requirements:
 

• A bachelor’s degree is preferred.
• At least eight years of relevant/consultative sales experience.
• Significant experience in the field and/or at Forrester.
• Experience selling business services to C-level professionals in a highly competitive market is 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 fast learner who is at ease with technology.
• Excellent verbal and written communication skills.