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The Account Executive is a hybrid sales role that generates and closes new businesses, as well as renews and upsells from existing clients within an assigned territory.
This role will work on developing and executing a territory plan and strategy that will result in high quota attainment.
For qualified prospects, the Account Executive must conduct a needs analysis and demonstrate the value of Forrester to potential clients by addressing critical business issues.
Key Responsibilities:
- Achieve a new business sales quota in the assigned territory on corporate enterprises.
- Prospect and close appropriate accounts from a target account list on corporate enterprises.
- Keep the relationship on closed accounts and develop them further.
- Develop and close business by promoting interest from IT, digital, customer experience, and marketing organizations across clients and other prospects.
- Sell to VP level and above within the prospect's IT, digital, customer experience, and marketing organizations.
- Maintain an appropriate sales pipeline to achieve quota, and keep the pipeline updated in Forrester's CRM system (Salesforce.com).
- Produce accurate and timely forecasts.
- Build a strong understanding of assigned industries, as well as the changing business and technology issues and needs that Forrester's potential clients face.
- Navigate across teams to better understand the Forrester value proposition for prospects.
- Develop a complete understanding of Forrester's full array of product offerings, with an emphasis on business outcomes.
