As an Account Director, you will aggressively pursue growth opportunities within a portfolio of Forrester’s largest accounts. By capitalizing on changing markets and digital disruption, you will support clients in implementing business transformations and customer-obsessed strategies that will drive client growth in the age of the customer. As a trusted advisor to business and technology C-suite leaders, you will build long-term relationships with leaders who drive and influence the growth of their business. By creating and orchestrating global account strategies, you will anticipate your clients’ needs, understand what drives their success, challenge them to think differently, and provide highly valued business insight to enable them to win, serve, and retain customers.
Identify key business leaders and build and maintain long-term relationships with VP- and C-suite-level influencers and buyers.
Proactively pursue business development opportunities with prospective and existing premier clients to meet renewal and enrichment goals.
Lead the development of a strategy and plan for the growth of premier accounts by maximizing efficiencies and identifying potential opportunities where Forrester can add significant value.
Build credibility through an in-depth understanding of a premier client’s business, organization, external environment, and industry.
Drive collaboration with premier account teams throughout the life cycle of client engagements for the greater good of the accounts.
Work with premier clients as a trusted advisor to solve problems, challenge their thinking, and support them in driving growth.
Meet overall renewal and enrichment goals for the premier accounts assigned to you.
Maintain full fluency in Forrester’s products and services and how they are sold to deliver value in the marketplace.
Qualifications
Demonstrated abilities to strategically sell to and build relationships with senior-level executives (VP and above), such as CMOs, CIOs, CTOs, and CDOs.
A proven track record of achievement in a role with business development and account targets; five to eight years of sales experience in addition to 10 to 15 years of professional experience.
Successful selling of multiple, intangible products, ideas, and solutions (e.g., consulting and research) to Fortune 1000 companies.
A proven history of strategic account planning and management and growing key accounts.
Experience with procurement and managing complex buying processes to be able to guide and advise clients.
Relevant, transferable industry experience, such as in consulting, professional services, financial services, retail, healthcare, or media (less critical).
Exposure to marketing and technology functions and digital as drivers of change within organizations (less critical).
Strong presentation and meeting facilitation skills.
The ability to travel frequently to attend in-person client meetings.
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