Account Director

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About This Role:

This role is a part of the federal government sales team and focuses on US civilian government departments and agencies. The Account Director builds relationships, drives client satisfaction, focuses on selling additional products and services to existing clients, and prospects for new business and enrichment sales. Roughly 30% of the Account Director’s time is spent on travel within their assigned territory. They must excel at finding and closing new business, maintaining and building on current relationships, and be able to command presence with their strong business acumen. Success in this position requires a transparent and repeatable sales process.

The Account Director must meet their quota on a quarterly basis, which will require upsell and cross-sell to existing clients, as well as significant prospecting efforts within client accounts to generate consistent new pipeline. The Account Director will have the opportunity to demonstrate Forrester's capabilities and business fit to top government executives on a daily basis.

Job Description:

• Prospect and close civilian government departments and agencies.
• Nurture and develop existing clients.
• Generate incremental revenues from existing clients by selling additional Forrester solutions and proactively pursuing executive-level relationships.
• Efficiently manage time to focus on activities that grow revenue and ensure client satisfaction.
• Maintain an appropriate incremental sales pipeline to achieve account enrichment goals.
• Prospect for new client acquisition.
• Forecast accurately.
• Maintain high-quality relationships to retain and win new clients at the C-level.
• Use analytical skills to gain a deep understand our clients’ changing business and technology issues and needs.
• Work strategically to develop and execute account plans that position Forrester as a strategic resource.
• Communicate professionally to both internal and external audiences.
• Apply programmatic and innovative approaches to developing holistic solutions based on a deep understanding of the client’s needs and organizational culture.
• Is a team player and willing to work closely with manager and peers to learn at all stages of the account management and sales cycle.

Job Requirements:

• A bachelor’s degree or equivalent experience.
• Ten or more years of proven success in direct sales or successful consultative or solution selling in the high-tech or professional services industries.
• Seven or more years’ experience selling to the civilian federal government.
• Proven experience in effectively managing client relationships, achieving revenue goals, and managing personal sales strategies in the government sector.
• Proven experience in winning new clients in the federal government.
• Effective organization and time management skills.
• A results-oriented team player.
• A fast learner and at ease with technology.
• Comfortable having business discussions with senior-level clients and prospects across various functions in IT and the program/business side.
• Proven experience in navigating a complex organizational ecosystem and working with over 10 partners within an account to drive growth in revenue across a single organization.
• Can successfully navigate complex organizations in the federal government to increase brand recognition, develop and strengthen key relationships, and win new clients within the organization.
• Proven success in managing a sequence of events from the beginning to end of a sales cycle, including complex client purchasing processes.

Please note that the base salary range indicated here is inclusive of all applicable US geographies listed in this requisition, with the exception of New York City. 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.

The application deadline is March 31, 2025. 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.

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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.