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Senior Account Executive

Senior Account Executive

ForresterCity of Melbourne, Victoria, Australia
30+ days ago
Job description

Join to apply for the Senior Account Executive role at Forrester

At Forrester, we’re trusted to work on trailblazing, mission critical problems that business and technology leaders face today. We’re always looking to empower talented individuals to perform at their best every day. Our success is driven by curiosity, courage and customer obsession. Join us and build an extraordinary future.

Job Description

  • As part of Forrester’s government sales team, the Senior Account Executive will drive growth by building long-term relationships with existing clients, deepening client engagement, and identifying growth opportunities in a designated government territory.
  • Assigned a quota and responsible for generating new business within a designated government territory; develop a territory strategy balancing proactive and reactive lead generation to enable frequent client meetings and a consultative sales cycle.
  • Engage with C-level government executives to understand challenges and demonstrate how Forrester can help achieve their mission; strong relationship-building and executive presence are key.
  • Navigate complex purchasing processes throughout the buyer journey.

Responsibilities

  • Achieve quota in retaining and growing total sales bookings (TSB) to drive net revenue growth for the portfolio.
  • Identify key business leaders and build / maintain long-term relationships with VP and C-suite level influencers and buyers.
  • Maintain or exceed pipeline goals (target : a value thrice the sales forecast).
  • Maintain minimum weekly / daily metrics to ensure quota attainment.
  • Coordinate interdepartmental resources across the Forrester ecosystem; manage renewals and partnership activities focused on client needs and high-level relationships.
  • Forecast revenue timely and accurately (30 / 60 / 90 days outlook).
  • Demonstrate credibility through understanding a government client’s mission, outcomes, organization, external environment, and industry.
  • Utilize internal sales enablement tools (e.g., Salesforce) and adhere to contracting and booking processes.
  • Build an in-depth understanding of government clients’ needs and navigate the buyer journey.

    • Qualifications

  • Bachelor’s degree preferred.
  • Proven track record of high-performance selling, including retention, business development, and growing account targets.
  • Experience in consultative selling, preferably to federal / state / local government or highly regulated industries.
  • Demonstrated sales strategies with senior-level executives; ability to engage with government and technology leaders.
  • Excellent verbal, communication, and presentation skills; strong organizational and time-management skills.
  • High business acumen; team player with initiative who can work independently and comfortably with technology.

    • Additional Information

    We’re a network of knowledge and experience; Forrester supports learning and growth. If you need a reasonable accommodation during the recruitment process, please contact accommodationrequest@forrester.com.

    Data Protection : The information provided in your application will be used for recruitment and, for successful applicants, personnel administration and management purposes, in accordance with Forrester’s data retention obligations. By submitting your resume / CV, you consent to Forrester’s retention of the information for consideration for future opportunities and to transfer of information to Forrester offices and service providers as necessary.

    Seniority level

  • Mid-Senior level

    • Employment type

  • Full-time

    • Job function

  • Sales and Business Development
  • Industries
  • Research Services

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    Senior Account Executive • City of Melbourne, Victoria, Australia