At Forrester, we’re trusted to work on trailblazing, mission critical problems that business and technology leaders face today. That’s why we’re always looking to empower talented individuals to perform at their best every single day. We’re proud of our community of smart people and vibrant voices who come together to do what’s right by our clients and each other. Our success is driven by curiosity, courage and customer obsession. The confidence and drive to be bold at work. Join us and build an extraordinary future.
About This Role:
You’ll lead a sales team of seven to eight people, responsible for renewing and growing relationships with clients. Your role will be to ensure each team member meets their monthly and quarterly activity, development, and bookings goals. Together with your team, you’ll drive sales for our products by collaborating with technology, customer experience, security, customer insights, and data analytic professionals. Sharing your goals and achievements together, you’ll help us meet our customer retention and growth targets by maximizing the sales team potential, crafting sales plans, and articulating those to plans to the upper management.
Job Description:
Achieve overall team sales goals.
Coach and motivate individual team members.
Develop a high-performing team culture.
Prepare team members for current and future opportunities.
Recruit, hire, onboard, and develop new team members for future growth.
Analyze sales forecasts, pipelines, and data to determine appropriate actions to meet sales goals.
Collaborate with other Forrester departments and sales teams to expand business.
Utilize our CRM system (Salesforce) and sales methodology.
Lead by example and promote a positive attitude and environment.
Support reps with preparation and assist with presenting to prospective and existing clients of Forrester’s products and services.
Manage the region as a business with appropriate expense and budget controls.
Assist your team throughout their strategic sales cycles by deeply understanding customers’ needs and demonstrating how Forrester can add value.
Participate in client-facing sales meetings in order to provide coaching opportunities for reps, as well as client engagement and feedback.
Partner with sales leadership to further define a successful and repeatable sales process.
Receive sales leadership coaching to ensure alignment to overall high-tech team strategy.
Identify and make recommendations for improvement in the areas of process, efficiency, and productivity.
Job Requirements:
A bachelor’s degree.
Eight years of sales experience, with a minimum of two years in first-line sales management.
History of managing large accounts, achieving revenue goals, and managing sales strategies.
Previous experience as a sales representative or sales manager.
The ability to consistently meet or exceed targets.
A track record in designing and implementing tactical sales initiatives through data and empirical analysis.
Strong, high-level relationship skills.
Excellent verbal and written communication skills.
High level of business acumen and understanding of how business leaders think.
Previous experience in selling to leaders (VP and C-level executives).
Experience in selling to technology providers (preferred but not required).
The ability to thrive in a team-selling environment.
Excellent mentoring, coaching, and people management skills.
The ability to grasp and absorb new concepts quickly (such as rapid advancements in the government industry).
Someone who is highly collaborative and able to motivate others.
Strong prospecting, needs analysis, negotiating, and closing skills.
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: $105,033 - $171,370
For employees based in Washington State, the percentage listed here is an estimated incentive commission target as a percentage of base salary, in accordance with the Sales Compensation Plan. Individual and company performance, as well as other eligibility criteria, will determine the actual incentive amount.
Commission target: 66.67%
Applicants in Colorado: please refer to the annual base salary range and estimated commission target indicated above. Base salary is dependent on an employee’s experience and skills compared to the requirements of the role.
The application deadline is November 30, 2024. Please refer to the job posting on Forrester.com careers page if the deadline has been extended.
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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FLSA Status:
Exempt
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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