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 bachelors 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
