Mgr, Sales

Forrester; Cambridge (MA); On-site; USD 111,000 - 166,000; Full time

Job summary

Forrester is seeking a Sales Manager to lead a 6–8 person sales team, driving enterprise technology vendor account sales and developing strategic selling skills. You’ll coordinate with marketing and tech professionals to propel bookings and revenue across the region.

The role emphasizes coaching, forecasting, and data analysis, with responsibility for hiring, training, and maintaining a high-performing team. Expect travel and strong leadership expectations.

Qualifications

• Eight years of sales experience with a minimum of three years of first-line sales management experience.
• Proven experience managing large accounts, achieving revenue goals, and managing sales strategies.
• Strong track record of sales management in both target attainment and people/team development.
• Strong prospecting, needs analysis, negotiating, and closing skills.

Responsibilities

• Achieve overall team sales goals.
• Coach and motivate individual team members.
• Develop team members for current and future opportunities.
• Hire and develop new team members for future growth.
• Analyze sales forecasts, pipelines, and data.
• Collaborate with other Forrester departments to enrich business.
• Maintain the proper product mix ratio.
• Utilize Forrester’s CRM system (Salesforce) and sales methodology.
• Act as a role model and leader within the sales organization.
• Make presentations to clients and prospective clients regarding Forrester’s products and services.
• Manage the region with budget controls.
• Travel with the sales reps for coaching opportunities and client engagement.

Skills

Relationship building

Coaching

Mentoring

Negotiation

Closing skills

Team selling

Data analysis

Sales forecasting

CRM (Salesforce)

Tools

Salesforce

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 Sales Manager leads a team of six to eight individual sales professionals and ensures that each team member's activity, development, and bookings goals are planned and met on a monthly and quarterly basis. The Sales Manager ultimately drives sales by focusing the team on enterprise scale technology vendor accounts and by developing the strategic selling skills of the team. This individual drives the sales activity for Forrester's products into target client companies by partnering with marketing and business technology professionals.

Job Description

• Achieve overall team sales goals.
• Coach and motivate individual team members.
• Develop team members for current and future opportunities.
• Hire and develop new team members for future growth.
• Analyze sales forecasts, pipelines, and data.
• Collaborate with other Forrester departments and sales teams to enrich business.
• Maintain the proper product mix ratio.
• Utilize Forrester’s CRM system (Salesforce) and sales methodology.
• Act as a role model and leader within the sales organization. Promote a can-do culture and positive environment, advise reps on accounts, answer questions, and provide assistance when necessary.
• Make presentations to clients and prospective clients regarding Forrester’s products and services. Assist with presentations when necessary.
• Manage the region as a business with appropriate expense and budget controls.
• Travel with the sales reps for coaching opportunities as well as client engagement and feedback.

Job Requirements

• Eight years of sales experience, with a minimum of three years of first-line sales management experience.
• Proven experience managing large accounts, achieving revenue goals, and managing sales strategies.
• A strong track record of sales management in both sales target attainment and people/team development.
• Strong, high-level relationship skills.
• Demonstrated success in designing and implementing tactical sales initiatives through data and empirical analysis.
• The ability to thrive in a team selling environment.
• Coaching and mentoring skills.
• The ability to grasp and absorb new concepts quickly (such as rapid advancements in the business technology industry).
• Strong prospecting, needs analysis, negotiating, and closing skills.

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: $110,500 - $165,500

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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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 [e-mail].

Forrester Research, Inc. is an Equal Employment Opportunity Employer. As a federal contractor, Forrester encourages veterans and individuals with disabilities to apply for employment.