Strategic Account Executive

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About This Role:
Forrester's Strategic Account Executive pursues growth opportunities within a defined territory of companies matching Forrester's ideal client profile with $1 billion-plus in annual revenue and vertical mix. Capitalizing on changing markets and digital disruption, this individual helps clients implement business transformations and customer-obsessed strategies that drive growth in the age of the customer. As a trusted advisor to business and technology C-suite leaders, this role sets a partnership vision and aligns to the most critical priorities of leaders driving and influencing business growth. Success in this position entails developing a territory strategy that helps anticipate clients' needs; understand what drives their success; challenge them to think differently, and provide highly valued business insight to win, serve, and retain customers.

Job Description:

• Identify key business leaders and lead consultative discovery meetings with VP- and C-suite-level influencers and buyers to identify strategic priorities that align with Forrester's analyst led research and insights.

• Pursue business development opportunities with prospective clients. Meet or exceed monthly, quarterly, and annual quota goals.

• Lead the advancement of your pipeline opportunities from discovery, business alignment, and proposed configurations based on buyer budgetary guidance and engagement needs to final approval and procurement process.

• Build credibility. Gain an in-depth understanding of your target prospects' business, organization, external environment, and industry.

• Daily discipline of prospecting with an effective use of multiple channels for outreach, adding value at each step in your cadence, and the persistence to meet weekly meeting metrics with the additional support of a Revenue Development Representative.

• Work with Forrester research leadership in late-stage opportunities. Establish expertise, and set the partnership vision with prospective clients.

• Maintain full fluency in Forrester's products and services and how they are sold to deliver value in the marketplace.

Job Requirements:

• Demonstrated strategy to sell to and build relationships with senior-level executives (VP and above), such as CMOs, CIOs, CTOs, and CDOs.

• Background in business development and account targets; 10 to 12 years of quota-carrying sales experience.

• Success in selling multiple intangible products, ideas, and solutions (e.g., consulting and research) to Fortune 1000 companies.

• Daily discipline of prospecting; effective use of multiple channels for outreach to add value; the persistence to meet weekly meeting metrics with the additional support of a revenue development representative.

• A proven strategic territory planning and management to identify and prioritize top prospect accounts within a target list based on geography and vertical.

• Experience with procurement and managing complex buying processes to guide and advise clients.

• Relevant, transferable industry experience, such as in consulting, professional services, financial services, retail, healthcare, or media (less critical).

• Exposure to marketing and technology functions and digital as drivers of change within organizations (less critical).

• Strong presentation and meeting facilitation skills.

• The ability to travel and attend in-person client meetings to meet buyer needs.

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: $108,684-$216,000

For employees based in Washington State, the percentage listed here is an estimated bonus 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%

For information on benefits, please visit: https://forresterbenefits.com/

The application deadline is May 30, 2025. Please refer to the job posting on Forrester.com careers page if the deadline has been extended

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FLSA Status:

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 accommodationrequest@forrester.com.

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.

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