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Account Executive IV

2 months ago

Canberra, ACT, Australia Forrester Research, Inc. Full time

About This Role:

We are seeking a highly motivated, achievement-driven sales professional to contribute to our year-on-year growth. Backed by one of the most recognizable research firms in the world, we are your unfair advantage, empowering you to succeed in the field.

Our public sector business is growing at an accelerated pace, and therefore, we are looking for a top-producing sales professional to join our team. With an assigned quota, the successful candidate will find and close new business within the assigned territory. This will mean developing a territory strategy that balances both proactive and reactive lead generation that'll ultimately lead to numerous weekly meetings, as well as the running of a consultative sales cycle. Success requires a transparent and repeatable sales process with experience in entering and growing business in new markets.

This individual will get the opportunity to work with top C-level executives in federal government. The sales professional's role is to understand their challenges and demonstrate how Forrester will deliver value and help them achieve their mission. To do this, the ability to build and develop relationships and to command presence is essential.

Key Responsibilities:

  • Achieve quota in retaining and growing total sales bookings (TSB) to ensure net revenue growth for given portfolio of territory and clients.
  • Maintain or exceed pipeline goal of thrice the value of sales forecast.
  • Manage interdepartmental resource utilization and coordination across the Forrester ecosystem.
  • Handle renewal activities focused on client needs and development of high-level client relationships.
  • Provide timely and accurate revenue forecasting.
  • Utilize internal sales enablement tools and management processes.
  • Deliver high-quality presentations in the Forrester format.

Requirements:

  • A bachelor's degree.
  • A proven track record of prospecting and selling to technology companies.
  • Proficiency in account planning and understanding of territory management.
  • Knowledge of the issues being faced by technology, customer experience, and security and risk executives.
  • The ability to accurately forecast revenue 30/60/90 days out (with +/- 5% accuracy).
  • The ability to manage complex sales cycles and internal ecosystem partners.
  • Excellent verbal and written communication and presentation skills.
  • Effective organization and time management skills.
  • A high level of business acumen and industry expertise.

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.