• Account Director

    Job Location(s) UK-London
    Job Category
    Sales
  • Overview

    Fuel your intellectual curiosity and professional growth. Forrester is an idea company, where smart, motivated, curious people bring a diversity of opinions and the courage of their convictions to collaborate on ideas that change the course of business. Most of all, bring a point of view; here, every voice has value. At Forrester, you’ll work with innovative clients at emerging and established brands; these are the business and technology leaders we inspire and who inspire us. The Forrester experience is built on a singular, powerful purpose: to challenge thinking and lead change.

     

    This is an exciting opportunity to join a high-performing European Team with a strong vision, who are part of Forrester’s Europe Sales organization serving global clients. You will work with a Territory including a number of major Vendor Clients

    Responsibilities

    • Work closely with the North America Global Account Directors and their teams to fully understand and articulate the global strategy which will inform your regional plans.
    • Build and execute an Account plan, strategy and tactics for each of your clients in Europe.
    • Identify and successfully engage new and existing key business leaders as well as VP and C-suite-level influencers and buyers.
    • Deliver quarterly client engagement summaries to protect and grow existing services in region.
    • Proactively pursue business development opportunities with new and existing contacts to meet pipeline, opportunity and leading indicator goals.
    • Maintain fluency in Forrester’s products and services and how they are sold to deliver value in the marketplace.
    • Manage and lead opportunity lifecycle in conjunction with the ecosystem through a defined sequence of events to close and booking.
    • Achieve monthly revenue and product mix goals
    • Maintain scrupulous CRM hygiene and reporting.
    • Proactively engage and leverage the Forrester ecosystem to maximize the opportunities for synergy and growth within your book of business.

    Qualifications

    • The demonstrated ability to strategically sell to and build relationships with senior-level executives
    • A proven track record of achievement in a role with business development and account targets; two to five years of sales experience and/or three to five years of professional experience is desirable.
    • Successful selling of multiple, intangible products, ideas, and solutions (e.g., consulting and research)
    • A proven history of strategic account planning and business development.
    • Experience with procurement and managing complex buying processes so that you can guide and advise clients.
    • A passion for business development and a client-centric approach
    • Strong interpersonal skills and the ability to quickly build rapport and deliver compelling, persuasive arguments to an executive-level audience.
    • The ability to quickly understand Forrester’s ecosystem and way of doing business.
    • A solid understanding of business concepts and dynamics for large national and international corporations.
    • The ability to work creatively across multiple stakeholders to shape deals, develop business cases, and create intelligent solutions.
    • An understanding of business models and how they operate across different market sectors and geographies.
    • Builds credibility through an in-depth understanding of a premier client’s business, organization, external environment, and industry.
    • Drives collaboration with global account teams throughout the lifecycle of client engagements for the greater good of the accounts.
    • Works with clients as a trusted advisor to solve problems, and challenge their thinking, to support them in driving growth.

    Key Traits: The qualities and characteristics you exhibit

    • Growth mind-set
    • Respnsibility. High degree of, and belief in, self-control in any situation
    • A strong determination to succeed and a can-do attitude
    • Proactive. Biased to action
    • Intellectual curiosity and rigour
    • Executive presence with legitimate confidence
    • Strong personal vision and leadership
    • High degree of empathy and EQ to influence others
    • Adaptable. Ability to pivot quickly in a complex, ambiguous and uncertain market

     

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    Forrester Research is an equal opportunity employer and is committed to providing a work environment that is free from all forms of discrimination, including sexual harassment.

    Data Protection

    The information provided by you in this application will be used for the purposes of recruitment and, for successful applicants only, for personnel administration and management purposes and to comply with the employer’s obligations regarding the retention of employee records. If your application is unsuccessful, Forrester Research, Inc., its subsidiaries, affiliates, and/or service providers (collectively “Forrester”) will retain your personal information on secure file solely to consider you for future recruitment opportunities.

    By submitting your resume/CV, you consent to Forrester’s retention of the information provided on a secure file for personnel administration and management purposes and/or in order to consider you for future employment opportunities and to the transfer of the information provided to:

    Forrester’s offices in the US and other countries outside the European Economic Area; and Service providers engaged by Forrester for the purposes of processing applications for employment who may be located outside the European Economic Area.

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