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Job Title: ACCOUNT EXECUTIVE NEW BUSINESS, MARKETING & STRATEGY SALES
Location: Cambridge, MA
Company: Forrester Research
This role is part of the Marketing & Strategy sales team and reports to the manager of new business sales. This sales representative has an assigned quota that requires generating and closing new business opportunities, primarily at $500 million-plus accounts. He or she will work to develop and execute a territory plan that targets larger accounts with a wide range of Forrester solutions.
This position requires travel approximately 25% to 35% of the time.
Responsibilities:
*Target and close appropriate accounts from an account list of approximately 75 named accounts. Sell primarily to senior management (director, VP, C-level) on the marketing/business side at these prospect accounts.
*Communicate professionally to both internal and external audiences.
*Maintain an appropriate sales pipeline of approximately four times quarterly quota. Maintain accurate pipeline information within Forrester?s internal systems.
*Produce accurate and timely forecasts.
*Develop a complete understanding of Forrester?s full array of product offerings, with some emphasis on custom deliverables.
*Understand the changing business and technology issues and needs that our potential clients face.
*Develop account strategies that position Forrester as a strategic resource.
*Work with vertical and horizontal research teams to better understand the Forrester value proposition for prospects.Requirements
*B.S./B.A. or equivalent experience
*Excellent verbal and written communication skills
*Ability and willingness to make cold calls
*Five or more years of proven sales success
*Proven experience in new-business development, achieving quota goals, and managing personal sales strategies
*Effective organization and time management skills
*Team player
*Fast learner and at ease with technologyForrester Research is an equal opportunity/affirmative action employer; M/F/D/V are especially encouraged to apply.
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