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Account Manager III

2 months ago

McLean, United States Forrester 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 a member of Forrester's government sales organization, you'll build long-term relationships with existing client accounts, deepen client engagement, and identify and pursue growth opportunities. The Account Manager (AM) III will be responsible for retaining current clients and pursuing enrichment and growth opportunities within a portfolio of some of Forrester's largest and most complex accounts. This role supports clients in implementing business transformations and customer-obsessed strategies by capitalizing on changing market dynamics and digital disruption, thereby promoting client growth in the "age of the customer." As a trusted advisor across business and technology C-suite leaders, the successful candidate will establish long-term relationships with leaders who drive and influence business growth. This individual will also create and orchestrate account strategies to anticipate client needs; understand what drives their success; challenge them to think differently; and provide highly valued business insight for them to win, build, and retain customers. Experience with and passion for selling to government is preferred but not required.

Job Description:

  • Identify key business leaders and build long-term relationships with C-level influencers and buyers. Sell primarily to senior management (program/mission leaders) across accounts.
  • Proactively pursue business development opportunities with prospective and existing government clients to meet enrichment and renewal goals.
  • Maintain the minimum weekly/daily metrics, and ensure quota is met consistently.
  • Produce accurate and timely forecasts.
  • Lead the strategy and plan development of premier accounts by maximizing efficiencies and identifying potential opportunities where Forrester can add significant value.
  • Earn credibility through an in-depth understanding of a government client's mission/business, outcomes, organization, external environment, and industry.
  • Collaborate with government account teams and partners across Forrester throughout the client engagements lifecycle toward the accounts' greater good.
  • Work with clients and prospects as a trusted advisor to solve problems and challenge their thinking to boost their growth.
  • Understand the changing business and technology issues and needs that our clients and potential clients face.
  • Achieve overall business development, enrichment, and renewal goals for the accounts assigned to them.
  • Maintain full fluency in Forrester's products and services and how they are sold to deliver value in the marketplace.
  • Navigate complex purchasing processes throughout the buyer journey.
  • Quickly develop the ability to successfully collaborate with partners across the "Forrester ecosystem" to present and articulate multipronged solutions addressing complex client challenges.
Job Requirements:
  • A proven track record of high-performance selling, which includes retention, business development, and growing account targets.
  • At least four to five years of experience in a consultative selling environment, preferably selling to the federal, state, or local government, or selling to highly regulated industries.
  • Demonstrated success in selling multiple intangible products, ideas, and solutions to business leaders.
  • Demonstrated sales strategies and rapport with senior-level executives, including, but not limited to, business leaders, CIO, CTO, CISO, and CDO.
  • Experience with strategic account planning and management and in growing key accounts.
  • The ability to manage complex sales and buying cycles and internal ecosystem partners.
  • Experience in selling business and consultative services to senior-level public sector executives and/or technology leaders would be an advantage.
  • Excellent verbal, communication, and presentation skills.
  • Effective organization and time management skills.
  • A high level of business acumen.
  • A team player.
  • Relevant government industry knowledge a plus.
  • Exposure to marketing and technology functions and digital as drivers of change within organizations is an advantage.
  • The ability to travel to attend in-person client meetings if needed.


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:
Non-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 [redacted].

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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