Forrester

• Prospect and close appropriate new business prospects from a list based on a specific geography or vertical industry. • Sell primarily to senior management (director, C-level) at prospect accounts. • Produce accurate and timely forecasts. • Develop a complete understanding of all our product offerings. • Work with vertical and horizontal research teams to better understand the Forrester value proposition for our prospects.

• Partner with senior management (director, C-level) clients as a trusted business advisor by leveraging the company’s research on emerging technologies and customer experience. • Collaborate with industry analysts and the ecosystem to sell and deliver prescriptive client solutions. • Maintain the minimum weekly/daily metrics, and ensure quota is met. • Produce accurate and timely forecasts. • Uncover key business initiatives and engage new cross-functional buying centers. • Develop sales opportunities to increase contract value and customer retention. • Maintain and build relationships with executive-level contacts to understand their business needs and identify new opportunities. • Develop a complete understanding of the company’s products and services portfolio to align appropriate solutions with client needs.

• Lead our technology and data resilience coverage, working across Forrester research teams, including the technology executive, technology strategy, and executive partner teams to develop a complete research portfolio that drives customer delight and revenue. • Develop a deep understanding of what Forrester clients require to be successful as technology executives and leaders. • Conduct primary research (interviews, surveys, briefings) into: 1) practices and trends across various technology resilience domains (technology, platforms, practices, and key partners) and 2) how resilience leaders deliver services to internal clients. • Use this research to help clients navigate resilience challenges by providing insights on the future of work, cost optimization, investment prioritization, and long-term technology strategy. • Conduct deep analysis of modern technology resilience across major platform domains including cloud platforms, mission critical SaaS, enterprise applications, AI systems, etc. • Create high-quality, actionable, analytically deep and fact-based research content throughout the year; i.e., write ~12 highly reports + create additional IP (tools, webinars, videos, etc.) per year. • Build visibility for his/her research and contribute to Forrester client communities and beyond. • Drive and lead key Forrester Waves and Landscape research in resilience and storage related domains. • Consult with clients to apply Forrester’s research in the context of their specific business environment and help solve their problems through inquiry, guidance, and advisory and consulting engagements. • Present at Forrester-sponsored and industry-related events and deliver client webinars. • Establish an industry presence as an influential speaker and thinker; build relationships with journalists who cover the sector; and participate in vendor briefings and field press inquiries as necessary. • Support business development and prospect conversations as arranged by Forrester’s account leadership teams. • Fosters a leadership style that drives a culture of cross-team collaboration, mentorship, integrity and relentless, and positive pursuits.

• Partner closely with key sales, customer success, and finance stakeholders to define, manage, and execute against prioritized roadmaps. • Lead complex, cross-functional initiatives end-to-end — from discovery through launch and ongoing optimization — while proactively identifying dependencies, risks, and trade-offs. • Set and manage stakeholder expectations through transparent communication, foresight, and data-driven decision-making. • Balance strong delivery execution with strategic perspective, challenging and evolving existing processes when they no longer serve outcomes. • Oversee a full-stack development team to produce stable and scalable solutions within the Salesforce ecosystem that meet all committed requirements. • Work with quality assurance to plan and implement testing to completely verify and validate all product capabilities as ready for release. • Build and sustain a strong partnership with your engineering manager and other engineering leaders. • Strengthen team performance and cohesion through effective agile leadership, continuous improvement, and intentional removal of blockers.

• Partner with senior management (director, C-level) clients as a trusted business advisor. • Collaborate with industry analysts to sell and deliver client solutions. • Maintain the minimum weekly/daily metrics, ensuring quota is met. • Produce accurate and timely forecasts. • Uncover key business initiatives and engage new cross-functional buying centers. • Develop sales opportunities to increase contract value and customer retention. • Maintain and build relationships with executive-level contacts to understand their business needs and identify new opportunities. • Develop a complete understanding of the company’s products and services portfolio.

• Determine a visionary, integrated research and content portfolio based on clients’ top initiatives and market opportunities. • Conduct and analyze primary research based on your content plan. • Write/produce content in various formats (reports, blog posts, data snapshots, podcasts, short-form video, etc.). • Apply Forrester’s research and frameworks to help clients solve business challenges through short- and long-term guidance. • Expand your presence as an influential speaker and thinker. • Talk with the press, present at Forrester and other external events, and deliver client presentations both virtually and in person. • Evolve and productize your coverage and work with the Forrester ecosystem to evangelize it with clients and prospects.

• Conduct research and deliver strategic advice for risk management leaders • Develop understanding of client requirements for successful risk management • Conduct primary research on risk management capabilities • Define the future of risk management • Collaborate with research teams to develop comprehensive research portfolio • Write and create multiple research projects annually • Consult with clients to apply Forrester’s research • Build industry presence as a speaker and thinker

Role Description We’re seeking a highly motivated sales professional with a passion for building relationships and delivering value to clients. Using your curiosity and entrepreneurial mindset, you’ll help expand our existing account base of large enterprise organisations engaging with senior leaders and executives. With a transparent and repeatable consultative sales process, you’ll achieve impactful outcomes through creative prospecting — leveraging tools like social media, industry events, and personal connections. Along the way, you’ll enjoy the opportunity to drive your professional and financial growth. In this role, you’ll work closely with top executives and their teams, gaining a deep understanding of their challenges and demonstrating how Forrester can support their mission. To succeed, you’ll rely on your ability to build trust, foster relationships, and communicate effectively. Qualifications - A bachelor’s degree is preferred, but not essential. - Relevant/consultative sales experience. - Experience in selling business services to C-level professionals in a highly competitive market. - Proven experience in a similar role, specifically with new business development, achieving quota goals, and managing personal sales strategies. - The ability and willingness to make cold calls and book meetings. - Effective presentation, organization, and time management skills. - A team player. - A fast learner who is at ease with technology. - Excellent verbal and written communication skills. - Experience in selling into the financial services industry will be an advantage. Requirements - Prospect and close appropriate new business prospects from a list based on a specific geography or vertical industry. - Sell primarily to senior management (director, C-level) at prospect accounts. - Maintain the minimum weekly/daily metrics, and ensure quota is met. - Produce accurate and timely forecasts. - Develop a complete understanding of all our product offerings. - Understand the changing business and technology issues that our potential clients face. - Work with vertical and horizontal research teams to better understand the Forrester value proposition for our prospects. Benefits - This role offers a unique opportunity to work with some of the most influential brands in the high-tech industry and to grow as a sales professional. - 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.

• Engage as a thought leader and partner with the analyst team, other Research Directors, and our executive partners to elevate, refine, and expand the research agenda. • Set and evolve a research agenda grounded in client reality, with particular focus on: tech strategy, operating models, digital transformation and innovation, as well as modernization, cloud strategy and sovereignty, automation and agentic AI, and agentic software development. • The research agenda should also cover the impact of agentic AI on the future of technology and the client personas we serve. • Finally, the Research Director should also consider how to meet the needs of the industries we target such as banking, government, retail, and manufacturing. • Edit syndicated research reports and ensure the quality of our intellectual property (IP). • Serve as a leader, mentor, and coach to the research team in support of their professional development goals and help establish their impact on our clients and throughout the industry. • Partner with account teams to identify and pursue business opportunities. • Partner with executive partners to help deliver exceptional client engagement for Forrester’s executive clients. • Meet the team performance goals for smooth and adaptive content production, advisory, consulting, and client support. • Participate and speak at Forrester-sponsored and other events to drive awareness of our technology executive practice and represent our thought leadership.

Title: Account Director Location: Washington, D.C. Remote Job Description: 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 Director is a highly motivated sales professional with a passion for building relationships and delivering value to clients. Using curiosity and an entrepreneurial mindset, this individual pursues growth opportunities by engaging with senior leaders and executives for Forrester’s existing accounts composed of Fortune-class companies. With a transparent, repeatable consultative sales process, this role achieves impactful outcomes by creating and orchestrating account penetration strategies. The Account Director anticipates client needs; understands what drives their success; challenges them to think differently; and provides highly valued business insights to enable clients to win, service and retain customers. Along the way, the Account Director will enjoy the opportunity to drive professional and financial growth. This role will work closely with top executives and their teams, gaining a deep understanding of their challenges and demonstrating how Forrester can support their mission. Success in this position relies on the ability to build trust, foster relationships, and communicate effectively. This position serves a specialized portfolio of federal accounts where success is measured by mission impact as well as revenue outcomes. Familiarity with government acquisition processes, compliance requirements, and public-sector buying behaviors enhances the ability to drive trust and long-term partnerships. Job Description: Key responsibilities - Partner with senior management (director, C-level) clients as a trusted business advisor by leveraging the company’s research on emerging technologies and customer experience. - Collaborate with industry analysts and the ecosystem to sell and deliver prescriptive client solutions. - Maintain the minimum weekly/daily metrics, and ensure quota is met. - Produce accurate and timely forecasts. - Uncover key business initiatives and engage new cross-functional buying centers. - Develop sales opportunities to increase contract value and customer retention. - Maintain and build relationships with executive-level contacts to understand their business needs and identify new opportunities. - Develop a complete understanding of the company’s products and services portfolio to align appropriate solutions with client needs. Skills and competencies - Demonstrate urgency and a sense of purpose. - Anticipate challenges, adapts to setbacks, and responds well to coaching. - Adapt communication style to audience needs and listens actively. - Leverage data and insights to secure support and commitment. - Apply critical thinking to anticipate challenges, make data-driven decisions, and achieve goals. - Pursue continuous learning and embrace diverse perspectives. - Prioritize work effectively to align with organizational goals and follow standard processes. - Build trust through consistency, reliability, and strong rapport. Business scope, impact, strategic contribution, and team interaction - Manage complex and diverse tasks. Independently completes complex tasks, especially those related to area of specialization. - Build relationships with key contacts outside of own domain. - Impact team or department performance through decisions. - Develop expertise in specific focus area. - Work independently with limited oversight. Thought leadership, knowledge, and expertise - Employ domain expertise to identify creative solutions to complex issues. Job Requirements: - A bachelor’s degree is preferred. - At least eight years of relevant/consultative sales experience. - Significant experience in the field and/or at Forrester. - Experience selling business services to C-level professionals in a highly competitive market is an advantage. - The ability and willingness to make cold calls and book meetings. - Proven experience in a similar role, specifically with new-business development, achieving quota goals, and managing personal sales strategies. - Effective presentation, organization, and time management skills. - A fast learner who is at ease with technology. - Excellent verbal and written communication skills. - Demonstrated experience working with or selling into U.S. federal civilian agencies (e.g., NASA, NOAA, Department of Commerce, FAA, USGS), with a strong understanding of mission-driven buying environments. Please note that the base salary range indicated here is inclusive of all applicable US geographies listed in this requisition. This salary range is based upon the position as described in the job listing. The offered compensation may vary within this range and is dependent upon the successful candidate’s primary work location, experience, training, education, and credentials. Base salary range: $118,500 - $177,500 #LI-ML1 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. Let’s be bold, together. Explore #ForresterLife on: Instagram LinkedIn Glassdoor FLSA Status: Exempt 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 accommodationrequest@forrester.com. Forrester Research, Inc. is an Equal Employment Opportunity Employer. As a federal contractor, Forrester encourages veterans and individuals with disabilities to apply for employment. Benefits at a Glance Benefits at a Glance - Cambridge