VP, Sales

8 hours ago


Washington DC United States Forrester Research, Inc. Full time

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:

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.
#J-18808-Ljbffr
  • VP of Sales

    9 hours ago


    Washington, DC, United States CyBourn Full time

    Who We Are: CyBourn is a Managed Detection and Response (MDR) organization with a unique approach towards servicing clients. Our CREST accredited Security Operations Center (SOC) combines advanced monitoring services and threat detection capabilities with best-in-class business risk assessment to provide the optimal incident response approach for every...


  • Atlanta, GA, United States Sales Geek Full time

    About the opportunityAre you an experienced sales leader here in Georgia? Considering a new career direction? Suffering from the Sunday night blues? Looking for something more?Sales Geek might be the answer for you!Sales Geek is a fast growing, Sales Strategy Advisory Service. We provide this service using Fractional/Part-time Sales VPs and Directors.What if...

  • VP of Sales

    7 days ago


    Portland, OR, United States System One Full time

    System One is actively seeking a VP of Sales for a permanent position working onsite in Portland, OR. Candidates should take the time to read all the elements of this job advert carefully Please make your application promptly. A competitive relocation package to Portland will be provided for a qualified candidate. Assist in the development of marine...

  • VP Sales

    9 hours ago


    New York, NY, United States Career Renew Full time

    Career Renew is recruiting for one of its clients a VP Sales - Crypto - this is a hybrid role in Manhattan, NY. We are seeking an experienced and strategic-minded Vice President of Sales to lead our sales department. This role is critical in driving our business growth, expanding market reach, and establishing strategic partnerships. Reporting directly to...

  • VP Sales

    8 hours ago


    Austin, TX, United States Sensi.AI Full time

    About Sensi: Sensi is on a mission to change the way we, as a society, take care of every older adult who needs it. We are leveraging the power of AI and data to ensure safety, dignity, and satisfaction in every caregiver-care recipient interaction. Why Sensi Work with a purpose. Join us in creating an ideal care environment for older adults. Be a part of...


  • Chicago, IL, United States Upsiide Full time

    Dig Insights is a tech-enabled research company that helps our clients - global consumer brands - move beyond consumer-centric to decision-centric. Our clients can then go-to-market with innovations that shift consumer decisions in their favor. Our work is supported by the technologies that we leverage and create. This includes Upsiide, our proprietary...


  • Chicago, IL, United States Chronos Consulting Full time

    VP Sales, Enterprise Software Startup Chicago Our client is an emerging leader in the field of web accessibility. They are looking for an experienced, driven VP of Sales to build and lead their North American sales operation. If you are interested and fit the below criteria, please send your resume for consideration. The ideal candidate will have: 5+ years...

  • VP of Sales

    9 hours ago


    Portland, OR, United States System One Full time

    System One is actively seeking a Vice President of Sales for a permanent position working onsite in Portland, OR. A competitive relocation package to Portland will be provided for a qualified candidate. Assist in the development of marine business plans and strategies for targeted growth and profitability improvement. Assist management in strategic...

  • VP of Marketing

    7 hours ago


    Lehi, UT, United States Motivosity Full time

    About the VP of Marketing position Motivosity is seeking an experienced marketing leader to oversee marketing activities and to contribute to our next chapter of growth. This is an opportunity not just to ply your trade in a fast-growing SaaS company, but to work with great people and make a positive impact in the world . Our ideal candidate is high-energy,...


  • Houston, TX, United States Mantis Innovation Full time

    Mantis Innovation is a leading facility performance consultant and project delivery engine that delivers smart, sustainable solutions that improve facility performance and unlock operational efficiencies. We serve over 70% of what a building owner/operator spends on their buildings inside and out, including the building envelope, pavements, mechanical...

  • VP, Sales

    8 hours ago


    Lansdale, Montgomery County, United States Dairy Farmers of America Full time

    Job Title VP, Sales Location Lansdale, Pennsylvania Description This position may be remote with regular travel requirements. Company Information At Dairy Farmers of America, our approximately 18,000 employees work with one goal in mind – to bring value to our members. As a farmer-owned cooperative, DFA offers rewarding jobs across the nation in a variety...

  • Regional VP, Sales

    6 days ago


    Philadelphia, PA, United States Accuity Full time

    Job Type Full-time Description The Regional VP of Sales reports to the Chief Growth Officer and is responsible for overall sales results including the ongoing development and execution of achieving annual sales goals. The ideal candidate has a proven track record of exceeding sales quota in addition to achieving the sales tasks and objectives listed in...

  • VP of Sales

    7 hours ago


    Chicago, IL, United States Ascend Technologies Full time

    PURPOSE Ascend Technologies is seeking a VP of Sales to grow our Salesforce and App Solutions practice and drive the profitability of our business. This role is responsible for achieving annual sales bookings and revenue goals, as well as growing and developing a sales team. This includes the ownership of tools, processes, and strategy necessary for the...

  • VP of Global Sales

    8 hours ago


    Dallas, TX, United States ScaleneWorks INC Full time

    Company Overview We are a rapidly growing data analytics and enterprise planning firm dedicated to solving complex business problems and becoming the preferred partner for enterprises in their data-driven transformation. Our expertise lies in data analytics and enterprise performance management solutions, working alongside market leaders and cutting-edge...


  • Morristown, NJ, United States Neolytica Full time

    Territory may vary, but primary focus remains in NJ. About Us: Neolytica, headquartered in Morristown, NJ, is an innovative healthcare data analytics company. We specialize in providing pharmaceutical and life science organizations with data-driven solutions to enhance patient care. We are currently seeking a seasoned and dynamic Vice President of Sales to...

  • Mgr, Sales

    8 hours ago


    Washington, DC, United States Forrester Research, Inc. Full time

    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...


  • Washington, United States Lumen Argentina Full time

    About LumenLumen connects the world. We are igniting business growth by connecting people, data and applications – quickly, securely, and effortlessly. Together, we are building a culture and company from the people up – committed to teamwork, trust and transparency. People power progress. We’re invested in providing the flexibility you need to thrive...

  • VP of Sales

    9 hours ago


    Houston, TX, United States Aspen Technology, Inc. Full time

    The driving force behind our success has always been the people of AspenTech. What drives us, is our aspiration, our desire and ambition to keep pushing the envelope, overcoming any hurdle, challenging the status quo to continually find a better way. You will experience these qualities of passion, pride and aspiration in many ways - from a rich set of career...


  • San Francisco, CA, United States Artisan Full time

    Company DescriptionArtisan is creating AI Employees, called Artisans, and software that is beautiful, easy to use, and consolidated. Our first Artisan is Ava, the AI BDR. She automates campaign creation, lead discovery, research, hyper-personalized emails and Linkedin messages and deliverability management.Our mission is to consolidate the entire GTM...

  • VP of Operations

    7 hours ago


    Dallas, TX, United States LVI Associates Full time

    Job Title : VP of Operations - Building Automation Location : Dallas-Fort Worth Job Type : Full-Time / Executive Level About Us : We are a leading innovator in building automation solutions, specialising in the design, installation, and maintenance of smart systems for HVAC, lighting, energy management, and security. Our mission is to deliver sustainable and...