Senior Account Executive

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About This Role:

As part of Forrester's government sales team, the Senior Account Executive will drive growth by building long-term relationships with existing clients, deepening client engagement, and identifying growth opportunities. With our public sector business growing at an accelerated pace year over year, we're seeking a top-producing sales professional to join us.

The successful candidate will be assigned a quota and responsible for generating new business within a designated government territory. This includes developing a territory strategy that balances proactive and reactive lead generation, leading to frequent client meetings and the execution of a consultative sales cycle. Success in this role requires a transparent and repeatable sales process with experience in entering and growing business in new markets.

The Senior Account Executive will engage with C-level government executives to understand their challenges and demonstrate how Forrester can help achieve their mission. Strong relationship-building skills and commanding presence are key to success.

Job Description:

• Achieve quota in retaining and growing total sales bookings (TSB) to ensure net revenue growth for given portfolio of territory and clients.

• Identifies key business leaders and builds and maintains long-term relationships with VP and C-suite level influencers and buyers.

• Maintain or exceed pipeline goal of thrice the value of sales forecast.

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

• Manage interdepartmental resource utilisation and coordination across the Forrester ecosystem.

• Handle renewal and partnership activities focused on client needs and development of high-level client relationships

• Timely and accurate revenue forecasting, ability to accurately forecast 30/60/90 days out

• Provide timely and accurate revenue forecasting.

• Earn credibility through an in-depth understanding of a government client's mission/business, outcomes, organization, external environment, and industry.

• Utilize internal sales enablement tools such as and management processes such as correct use of contracts and following the booking process.

• Earn credibility through an in-depth understanding of a government client's mission/business, outcomes, organization, external environment, and industry.

• Navigate complex purchasing processes throughout the buyer journey.

Job Requirements:

• Bachelor's degree preferred.

• A proven track record of high-performance selling, which includes retention, business development, and growing account targets.

• Experience in a consultative selling environment, preferably selling to the federal, state, or local government, or selling to highly regulated industries.

• Demonstrated sales strategies and rapport with senior-level executives.

• Experience in selling business and consultative services to senior-level public sector executives and/or technology leaders would be an advantage.

• Excellent verbal, communication, and presentation skills.

• Effective organization and time management skills.

• A high level of business acumen.

• A team player, a fast learner, and someone who is at ease with technology.

• A self-starter with strong initiative who can work independently.

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. 

Let's be bold, together. 

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