Job Information
Forrester Senior Account Manager in Ontario Remote, Canada
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 are looking for a top-producing sales professional who can assist us in growing our existing account base in the Canadian Government market. A Senior Account Manager who has prior experience selling to senior level executives at all levels of government in a highly competitive market would be an advantage.
Candidates must excel at finding and closing new business and maintaining and building on current relationships, with a commanding presence and strong business acumen. Success in this position requires a transparent and repeatable sales process and proven ability to navigate both complex organizations and procurement processes. The goal of the Senior Account Manager is to help grow existing federal, provincial and municipal government relationships to critical mass of CAD1.5-million-plus. The Senior Account Manager will have the opportunity to demonstrate Forrester’s capabilities and business fit to top government executives daily. The Senior Account Manager must conduct a needs analysis and demonstrate the value of Forrester to potential clients by addressing critical strategic and mission issues. The Senior Account Manager must be comfortable working with multiple roles at once and be able to demonstrate how Forrester will deliver value and assist the executive and their department execute on their mission.
The Senior Account Manager must meet a monthly and quarterly quota. This will require consistent prospecting efforts to build a healthy pipeline of upsell and cross-sell opportunities within existing organizations, as well as forging new relationships in other areas of the organization. In addition to creating a healthy pipeline, this Account Manager also needs to maintain and reflect an organized and strategic sales process. This is included but is limited to accurate CRM (Salesforce.com) hygiene, mutually agreed upon next steps and action plans where applicable and obtain a comprehensive knowledge of government contracting vehicles. This position also requires travel as needed.
Job Description:
Maintain and develop client relationships within existing agencies.
Identify key business leaders and build/maintain long-term relationships with VP- and C-suite-level/DG-level influencers and buyers.
Understand department missions to align and propose appropriate services.
Cross-sell to close appropriate new business from new buyers/suborganizations within agencies. Sell primarily to senior management (program/mission leaders) at prospect accounts.
Maintain the minimum weekly/daily metrics for the role and an appropriate sales pipeline of five times quota.
Produce accurate and timely forecasts.
Understand client missions to align and propose appropriate services.
Develop a complete understanding of Forrester’s full array of product offerings, with some emphasis on custom deliverables.
Translate products and solutions into positive business/mission outcomes.
Understand the changing business and technology issues and needs that our leaders face.
Work with vertical and horizontal research teams to better understand the Forrester value proposition for agencies and leaders.
Demonstrate ability to effectively collaborate with customer success managers and delivery partners to deliver value to existing customers and secure renewals early.
Develop and close business independently by developing interest from IT and business organizations.
Job Requirements:
A bachelor’s degree or equivalent experience.
Demonstrated ability to strategically sell to and build relationships with senior-level executives at the VP level or above, including Director General, CMOs, CIOs, CTOs, and CDOs.
Experience in a business development and account management role, with six to 10 years’ sales experience plus 7-plus years’ professional experience.
The ability and willingness to make cold calls and book meetings.
Strong business acumen.
Conversational proficiency in Canadian French.
Proven experience in a similar role, specifically with growing existing client relationships, new-business development, achieving quota goals, and managing personal sales strategies.
Proven success in selling multiple intangible products, ideas, and solutions (e.g., consulting, services, and research) to large government ministries, departments, agencies or Fortune 1000 companies.
History of strategic account planning and management and growing key accounts in Canadian public sector; excellence in opening new accounts and areas within existing accounts that have high product/business fit through programmatic account development strategies.
Experience with procurement and management of complex buying processes to guide and advise clients.
Effective presentation, organization, and time management skills.
Excellent verbal and written communication skills, both internal and executive-level communication.
Highly coachable and a thirst for continually honing their sales skills.
Relevant and transferable industry experience (e.g., consulting, professional services, financial services, utility, retail, healthcare, and media) is preferred.
Federal or provincial government experience is preferred.
A results-oriented team player.
A fast learner who is at ease with technology.
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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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 accommodationrequest@forrester.com .
Data Protection
The information provided by you in this application will be used for the purposes of recruitment and, for successful applicants only, for personnel administration and management purposes and to comply with the employer’s obligations regarding the retention of employee records. If your application is unsuccessful, Forrester Research, Inc., its subsidiaries, affiliates, and/or service providers (collectively “Forrester”) will retain your personal information on secure file solely to consider you for future recruitment opportunities.
By submitting your resume/CV, you consent to Forrester’s retention of the information provided on a secure file for personnel administration and management purposes and/or in order to consider you for future employment opportunities and to the transfer of the information provided to: Forrester’s offices in the US and other countries outside the European Economic Area; and Service providers engaged by Forrester for the purposes of processing applications for employment who may be located outside the European Economic Area.
At Forrester, we’re bold. We make big moves, transform businesses, and define the future. We’re the people who challenge, who innovate, who dare to discover. We’re a community of smart people and vibrant voices coming together to do what’s right by our clients and each other. Our success is driven by curiosity, courage, and customer obsession. Here you can be bold at work. Join us and build an extraordinary future.
With you, we’re not just bold. We’re bold, together.