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About This Role:
As the North American sales leader for the premier end-user business, the Vice President Of Sales will be responsible for the retention of existing clients and growth through account expansion. This business segment is the most strategic area for growth at Forrester. Through strong leadership, this individual’s teams will support clients in implementing business transformations and customer-obsessed strategies that will drive client growth and enable teams to win, serve, and retain customers.
Job Description:
- Lead sales for the premier end-user business, which includes approximately 60 sales reps, with six direct reports.
- Manage Forrester’s premier end-user business. Forrester serves both users of technology and vendors of technology. This position focuses on the top user clients.
- Drive multiyear commitments and retention with our existing clients.
- Drive growth through account expansion by prospecting and cross-selling and upselling with our clients.
- Grow revenues at double-digit rates on an annual basis: continue the growth of contract value; drive growth in Forrester’s consulting business; tightly manage the renewals process to maintain a renewal rate of more than 90% and an increasing share of wallet; and grow existing account revenues and increase the average deal size.
- Lead, mentor, and upskill the sales team, providing guidance, support, and coaching to drive individual and team success.
- Foster a culture of accountability, collaboration, and continuous improvement within the sales organization.
- Recruit, onboard, and retain top talent to strengthen the sales team and ensure alignment with company objectives.
- Lead the execution of our sales strategy; cascade our selling strategy, design, and plan to the team and associated territory plans.
- Develop strong relationships with research, marketing, data, and consulting to partner on critical strategic matters and business issues to drive sales pipeline growth and revenue bookings.
- Energize, inspire, motivate, and maintain a strong, positive culture that brings together Forrester’s premier end-user business to optimize performance.
- Ensure team compliance with standard sales processes regarding pipeline hygiene, win/loss recording, and value capture.
Job Requirements:
- Fifteen plus years of experience in consultative and solution selling in the technology and information services industries in the US.
- Experience in selling both recurring revenue business and custom solutions to enterprise end-user customers.
- Experience in selling both technology and business solutions (not products).
- A track record of cross-selling and upselling in existing premier accounts combined with new business development.
- Experience in leading a sales force transformation from selling products to selling solutions.
- Experience with recruitment and development of solutions and consultative sales personnel as well as team building.
- Successfully led revenue growth through individual contributions to sales strategy and sales execution (e.g., from $60 million to $115 million).
- High IQ and EQ to lead consultative solution selling to the CXO level.
- Strong, referenceable client base in enterprise organizations at the CXO level.
- The ability to develop and manage detailed budgets, forecasts, and team performance, setting and meeting or exceeding quarterly and annual revenue targets.
- Charisma, with the ability to build relationships and trust at all levels, both with clients and within Forrester.
- A demonstrated track record as an inspiring team leader — someone who develops a strong following of sales team members who take accountability for both their results and how they attain them.
- The ability to drive internal discussion about strategies, ideas, new opportunities, and the best methods for achieving success in a changing marketplace.
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: $159,723 - $260,601
For employees based in Washington State, the percentage listed here is an estimated incentive commission target as a percentage of base salary, in accordance with the Sales Compensation Plan. Individual and company performance, as well as other eligibility criteria, will determine the actual incentive amount.
Commission target: 66.67%
Applicants in Colorado: please refer to the annual base salary range and estimated commission target indicated above. Base salary is dependent on an employee’s experience and skills compared to the requirements of the role.
The application deadline is December 31, 2024, 2024.. Please refer to the job posting on Forrester.com careers page if the deadline has been extended
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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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 [email protected].
Forrester Research, Inc. is an Equal Opportunity/Affirmative Action Employer that is committed to equal employment opportunity for all qualified individuals without regard to race, color, religion, national origin, ancestry, sex, age, disability, sexual orientation, gender identity and expression, marital status, genetic information, military service, veteran status, or any other status protected by applicable law. Minorities, Women, Individuals with Disabilities, and Veterans are especially encouraged to apply.
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What We Do
Forrester is one of the most influential research and advisory firms in the world. We help business and technology leaders use customer obsession to accelerate growth by putting their customers at the center of their leadership, strategy, and operations. Through Forrester’s proprietary research, consulting, and events, leaders from around the globe are empowered to be bold at work — to navigate change and chart new paths. Our unique insights are grounded in annual surveys of more than 675,000 consumers, business leaders, and technology leaders worldwide; rigorous and objective methodologies, including Forrester Wave™ evaluations; over 52 million real-time feedback votes; and the shared wisdom of our clients
