Account Director

About This Role:
This role is a part of the federal government sales team and focuses on US civilian government departments and agencies. The Account Director builds relationships drives client satisfaction focuses on selling additional products and services to existing clients and prospects for new business and enrichment sales. Roughly 30 of the Account Directors time is spent on travel within their assigned territory. They must excel at finding and closing new business maintaining and building on current relationships and be able to command presence with their strong business acumen. Success in this position requires a transparent and repeatable sales process.

The Account Director must meet their quota on a quarterly basis which will require upsell and crosssell to existing clients as well as significant prospecting efforts within client accounts to generate consistent new pipeline. The Account Director will have the opportunity to demonstrate Forresters capabilities and business fit to top government executives on a daily basis.

Job Description:

• Prospect and close civilian government departments and agencies.
• Nurture and develop existing clients.
• Generate incremental revenues from existing clients by selling additional Forrester solutions and proactively pursuing executivelevel relationships.
• Efficiently manage time to focus on activities that grow revenue and ensure client satisfaction.
• Maintain an appropriate incremental sales pipeline to achieve account enrichment goals.
• Prospect for new client acquisition.
• Forecast accurately.
• Maintain highquality relationships to retain and win new clients at the Clevel.
• Use analytical skills to gain a deep understand our clients changing business and technology issues and needs.
• Work strategically to develop and execute account plans that position Forrester as a strategic resource.
• Communicate professionally to both internal and external audiences.
• Apply programmatic and innovative approaches to developing holistic solutions based on a deep understanding of the clients needs and organizational culture.
• Is a team player and willing to work closely with manager and peers to learn at all stages of the account management and sales cycle.

Job Requirements:

• A bachelors degree or equivalent experience.
• Ten or more years of proven success in direct sales or successful consultative or solution selling in the hightech or professional services industries.
• Seven or more years experience selling to the civilian federal government.
• Proven experience in effectively managing client relationships achieving revenue goals and managing personal sales strategies in the government sector.
• Proven experience in winning new clients in the federal government.
• Effective organization and time management skills.
• A resultsoriented team player.
• A fast learner and at ease with technology.
• Comfortable having business discussions with seniorlevel clients and prospects across various functions in IT and the program/business side.
• Proven experience in navigating a complex organizational ecosystem and working with over 10 partners within an account to drive growth in revenue across a single organization.
• Can successfully navigate complex organizations in the federal government to increase brand recognition develop and strengthen key relationships and win new clients within the organization.
• Proven success in managing a sequence of events from the beginning to end of a sales cycle including complex client purchasing processes.

Were a network of knowledge and experience leading to richer fuller careers. Here were always learning. Whether you want to hone your strengths or discover new ones Forrester is the place to go for it. Its a place where everyone is given the tools support and runway they need to go far. Well be right there beside you every step of the way.