Account Executive IV (Direct Sales)

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:

The Account Executive is a hybrid sales role that generates and closes new businesses, as well as renews and upsells from existing clients within an assigned territory. This role will work on developing and executing a territory plan and strategy that will result in high quota attainment. For qualified prospects, the Account Executive must conduct a needs analysis and demonstrate the value of Forrester to potential clients by addressing critical business issues. Upon new client acquisition, the Account Executive will continue to build strong relationships, enrich existing accounts, and drive retention of existing businesses by ensuring high-level client satisfaction. This position is based in Bengaluru or Mumbai and will cover global corporate enterprise accounts.

Job Description:

• Achieve a new business sales quota in the assigned territory on corporate enterprises.
• Prospect and close appropriate accounts from a target account list on corporate enterprises.
• Keep the relationship on closed accounts and develop them further.
• Develop and close business by promoting interest from IT, digital, customer experience, and marketing organizations across clients and other prospects.
• Sell to VP level and above within the prospect's IT, digital, customer experience, and marketing organizations.
• Maintain an appropriate sales pipeline to achieve quota, and keep the pipeline updated in Forrester's CRM system (Salesforce.com).
• Produce accurate and timely forecasts.
• Build a strong understanding of assigned industries, as well as the changing business and technology issues and needs that Forrester's potential clients face.
• Navigate across teams to better understand the Forrester value proposition for prospects.
• Develop a complete understanding of Forrester's full array of product offerings, with an emphasis on business outcomes.

Job Requirements:

• A bachelor's degree or equivalent experience.
• A proven track record of prospecting and selling strategic solutions to corporate enterprises.
• Proven experience in working in a complex global business environment and managing stakeholders internally and externally.
• Proven experience in working in lean organizations with complex internal ecosystems.
• Possesses a strong domain knowledge in the following areas: IT, digital, customer experience, and marketing, as well as experience in selling to corporate enterprises.
• The ability to align client business objectives with Forrester solutions.
• A high level of business acumen of corporate enterprises.
• A team player with effective organization and time management skills.
• Excellent verbal and written communication and presentation skills.
• Must be willing to travel.
• Proven consistent solution selling experience to C-level executives.

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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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 [Confidential Information].

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