Sales Manager

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:

Forrester’s Sales Manager leads a sales team of seven to eight people responsible for capturing new accounts in the state and local government and higher education (SLED) market. This role ensures each team member meets their monthly and quarterly activity, development, and bookings goals. This individual drives sales for our products by collaborating with technology, customer experience, security, customer insights, and data analytics professionals. Success in this position entails meeting Forrester’s growth targets by maximizing the sales team potential, crafting sales plans, and articulating those to plans to the upper management.

Job Description:

• Achieve overall team sales goals.
• Coach and motivate individual team members.
• Develop a high-performing team culture.
• Prepare team members for current and future opportunities.
• Recruit, hire, onboard, and develop new team members for future growth.
• Analyze sales forecasts, pipelines, and data to determine appropriate actions to meet sales goals.
• Collaborate with other Forrester departments and sales teams to expand business.
• Utilize our CRM system (Salesforce) and sales methodology.
• Lead by example. Promote a positive attitude and environment.
• Support reps in preparing and presenting to prospective clients of Forrester’s products and services.
• Manage the region as a business with appropriate expense and budget controls.
• Assist your team throughout their strategic sales cycles. Understand customers’ needs, and demonstrate how Forrester can add value.
• Participate in client-facing sales meetings. Provide coaching opportunities for reps as well as client engagement and feedback.
• Partner with sales leadership to further define a successful, repeatable sales process.
• Receive sales leadership coaching to ensure alignment to overall high-tech team strategy.
• Identify and implement best practices in process, efficiency, and productivity.

Job Requirements:

• A bachelor’s degree.
• Eight years of sales experience with at least two years in first-line sales management.
• Success in handling large accounts, achieving revenue goals, and managing sales strategies.
• Previous experience as a sales representative or sales manager consistently meeting or exceeding targets.
• A track record in designing and implementing tactical sales initiatives through data and empirical analysis.
• The ability to build rapport; excellent verbal and written communication; and stellar mentoring, coaching, and people management skills.
• High-level business acumen and an understanding of how government leaders think.
• History of selling to leaders (VP and C-level executives); the ability to thrive in a team-selling environment.
• A collaborative fast learner who is able to motivate others with their strong prospecting, needs analysis, negotiating, and closing skills.

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FLSA Status:

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 [email protected].

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

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