Senior Account Director

Forrester; Illinois; On-site; USD 120,000 - 200,000; Full time

Job summary

Forrester is seeking a Senior Account Director to drive strategic client relationships and deliver impactful consultative solutions to Fortune-class clients. The ideal candidate will possess extensive sales experience, particularly in engaging with senior stakeholders, leveraging data insights, and adapting strategies to meet evolving client needs. This role offers the chance to work with high-profile companies and achieve both professional and financial growth.

Qualifications

• A minimum of 12 years in consultative sales experience.
• Experience selling to C-level executives.
• Strong presentation and organizational skills.

Responsibilities

• Collaborate with senior management as a trusted advisor.
• Develop sales opportunities to increase contract value.
• Produce accurate forecasts.

Skills

Relationship Building

Consultative Selling

Critical Thinking

Communication

Time Management

Job description

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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:

We’re seeking a highly motivated sales professional with a passion for building relationships and delivering value to clients. Using curiosity and an entrepreneurial mindset, this individual will pursue growth opportunities by engaging with senior leaders and executives for Forrester’s existing accounts comprised of Fortune-class companies. With a transparent and repeatable consultative sales process, this individual will achieve impactful outcomes by creating and orchestrating account penetration strategies. This individual will anticipate client needs, understand what drives their success, challenge them to think differently, and provide highly valued business insights to enable clients to win, serve, and retain customers. Along the way, this individual will enjoy the opportunity to drive professional and financial growth.

In this role, the successful candidate will 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, this individual will rely on the ability to build trust, foster relationships, and communicate effectively.

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, adapt to setbacks, and respond well to coaching.
• Adapt communication style to audience needs and listen 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:

• Experienced professional. Fully competent in core elements of role. Independently completes day-to-day tasks and solve diverse problems.
• Work on daily tasks with limited oversight and receive general instruction for new activities.
• Develop positive working relationships with senior team members in department.
• Decision will impact department and possibly function performance.

Thought Leadership, Knowledge, And Expertise:

• Full understanding of domain and growing understanding of Forrester and Forrester’s market.
• Use field and company knowledge to address a range of issues.

Qualifications:

• A minimum of 12 years of relevant/consultative sales experience.
• Experience in selling business services to senior/C-level professionals in a highly competitive market would be 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.

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. If you are passionate about driving client growth and building long-term relationships, we encourage you to apply.

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.

For information on benefits, please visit: https://forresterbenefits.com/

The application deadline is June 30, 2025. 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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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.

Benefits at a Glance

Benefits at a Glance - Cambridge

Seniority level

• Seniority level

  Director

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales and Business Development

• Industries

  Research Services

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