Senior Account Manager

1 week ago

Toronto, Ontario, Canada Forrester Research, Inc. Full time
About This Role:

We are seeking a seasoned sales professional to join our team as a Senior Account Manager. In this role, you will be responsible for growing our existing account base in the Canadian Government market.

As a Senior Account Manager, you will have prior experience selling to senior-level executives at all levels of government in a highly competitive market. You will excel at finding and closing new business and maintaining and building on current relationships, with a commanding presence and strong business acumen.

The goal of the Senior Account Manager is to help grow existing federal, provincial, and municipal government relationships to critical mass of CAD1.5-million-plus. You will have the opportunity to demonstrate Forrester's capabilities and business fit to top government executives daily.

Key Responsibilities:

  • Maintain and develop client relationships within existing agencies.
  • Identify key business leaders and build/maintain long-term relationships with VP- and C-suite-level/DG-level influencers and buyers.
  • Understand department missions to align and propose appropriate services.
  • Cross-sell to close appropriate new business from new buyers/suborganizations within agencies. Sell primarily to senior management (program/mission leaders) at prospect accounts.
  • Maintain the minimum weekly/daily metrics for the role and an appropriate sales pipeline of five times quota.
  • Produce accurate and timely forecasts.
  • Understand client missions to align and propose appropriate services.
  • Develop a complete understanding of Forrester's full array of product offerings, with some emphasis on custom deliverables.
  • Translate products and solutions into positive business/mission outcomes.
  • Understand the changing business and technology issues and needs that our leaders face.
  • Work with vertical and horizontal research teams to better understand the Forrester value proposition for agencies and leaders.
  • Demonstrate ability to effectively collaborate with customer success managers and delivery partners to deliver value to existing customers and secure renewals early.
  • Develop and close business independently by developing interest from IT and business organizations.

Requirements:

  • A bachelor's degree or equivalent experience.
  • Demonstrated ability to strategically sell to and build relationships with senior-level executives at the VP level or above, including Director General, CMOs, CIOs, CTOs, and CDOs.
  • Experience in a business development and account management role, with six to 10 years' sales experience plus 7-plus years' professional experience.
  • The ability and willingness to make cold calls and book meetings.
  • Strong business acumen.
  • Conversational proficiency in Canadian French.
  • Proven experience in a similar role, specifically with growing existing client relationships, new-business development, achieving quota goals, and managing personal sales strategies.
  • Proven success in selling multiple intangible products, ideas, and solutions (e.g., consulting, services, and research) to large government ministries, departments, agencies or Fortune 1000 companies.
  • History of strategic account planning and management and growing key accounts in Canadian public sector; excellence in opening new accounts and areas within existing accounts that have high product/business fit through programmatic account development strategies.
  • Experience with procurement and management of complex buying processes to guide and advise clients.
  • Effective presentation, organization, and time management skills.
  • Excellent verbal and written communication skills, both internal and executive-level communication.
  • Highly coachable and a thirst for continually honing their sales skills.
  • Relevant and transferable industry experience (e.g., consulting, professional services, financial services, utility, retail, healthcare, and media) is preferred.
  • Federal or provincial government experience is preferred.
  • A results-oriented team player.
  • A fast learner who is at ease with technology.

About Forrester:

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.

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