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Forrester Sr Account Manager I in Cambridge, Massachusetts

Our job is to be bold at work.

It starts with an insatiable curiosity about clients, colleagues, and the future. At Forrester, we believe curiosity powers progress. Forresterites bring a diversity of opinions and the courage of their convictions to collaborate on the ideas and initiatives that change the course of business. As a trusted advisor to the most influential companies in the world, we live at the nexus of what’s next.

About This Role:

The Senior Account Manager generates and closes new business as well as renews business in the assigned territory within an assigned quota, which involves developing and executing a territory plan and strategy for qualified prospects to attain high quota. This role requires conducting a needs analysis and addressing critical business issues within large software and hardware companies and their subsidiaries. The successful candidate will target new buyers while maintaining a relationship with senior-level stakeholders within the premier high-tech vendor team. This entails working directly with Forrester’s research leadership and other key resources to formulate strategy in demonstrating Forrester’s value to potential and existing clients.

  • Achieve a sales quota in the assigned territory. Prospect and close appropriate accounts.

  • Renew and grow the annual partnership.

  • Develop and close business by establishing trust and credibility in senior executive, strategist, and other VP-level and above roles within the assigned territory.

  • Keep the sales pipeline within quota and updated in Forrester’s CRM system (

  • Produce accurate and timely forecasts.

  • Understand the changing business and technology issues and needs that potential clients face.

  • Work with research teams to better understand the Forrester value proposition for prospects.

  • A bachelor’s degree.

  • Seven-plus years of success prospecting and selling to technology companies or agencies’ C-level executives.

  • Six-plus years’ experience managing complex Global 2000 clients.

  • History of overachieving new business revenue, bookings goals, and personal sales strategies.

  • A background in marketing service providers and/or software providers.

  • The ability to align client business objectives with Forrester solutions.

  • Confidence to sell to senior marketing, product management, and strategy roles.

  • Excellent verbal and written communication and presentation skills; the ability to maintain client meetings in person or virtually.

  • Effective organization and time management.

  • A team player with a high level of business acumen.

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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.

Posting Title: Sr Account Manager I

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Street: 60 Acorn Park Drive