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Reporting to the tech industry sales director, the Account Manager has an assigned sales quota that requires cultivating and managing strong relationships with existing Forrester clients. The Account Manager will upsell existing clients by demonstrating value to customers? critical business issues; work with other account managers as necessary to formulate strategy; and be rewarded for client retention and enrichment sales. Some travel is required.
Responsibilities
*Manage between 40 and 50 existing clients (or maintain a quota that is a revenue mix of $800,000 to $1.2 million) in a defined territory or vertical industry.
*Generate incremental revenues from existing clients by selling additional Forrester products and services and by intelligently managing sales territory and selling activities.
*Maintain an appropriate incremental sales pipeline to achieve account enrichment goals and update/keep Forrester?s sales pipeline system.
*Produce accurate and timely forecasts.
*Maintain quality relationships to retain clients and win referrals to new clients.
*Understand the changing business and technology issues and needs facing our client base.
*Develop account strategy with support of other account managers
*Work with research teams to provide client feedback.Requirements
*B.A./B.S. or equivalent experience preferred
*At least two years of proven sales success in client management or consultative selling
*Proven experience managing client relationships, achieving revenue goals, and managing personal sales strategies
*Effective organization and time management skills
*Good telephone/communication 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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