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Forrester · 9 hours ago

Strategic Account Executive Department of War

United States

Full-time

Remote

Senior Level, Lead/Staff

$130K/yr - $195K/yr

12+ years exp

Forrester is a company that tackles mission-critical problems for business and technology leaders. The Strategic Account Executive will be responsible for expanding the account base within the Department of War by building relationships and delivering value to clients.

AdviceConsultingPeer to Peer

Responsibilities

Prospect and close appropriate new business prospects from a list based on a specific geography or vertical industry

Sell primarily to key stakeholders, including military leaders, mission and program directors, and their respective teams

Prospect and close appropriate new business prospects within the Department of War

Sell primarily to senior management (director, C-level) at prospective accounts

Maintain the minimum weekly/daily metrics, and ensure quota is met

Produce accurate and timely forecasts

Develop a complete understanding of all our product offerings

Understand the changing business and technology issues that our potential clients face

Work with vertical and horizontal research teams to better understand the Forrester value proposition for our prospects

Qualification

Federal sales experienceConsultative sales processRelationship-building skillsC-level engagementUnderstanding DoW procurementEffective communicationTime managementTeam player mindsetAdaptabilityCritical thinking

Required

A minimum of twelve years of relevant/consultative sales experience

The ability and willingness to make cold calls and book meetings

Proven experience in a similar role, specifically with new-business development, achieving quota goals, and managing personal sales strategies

Effective presentation, organization, and time management skills

A team player mindset

A fast-learning ability and be at ease with technology

Excellent verbal and written communication skills

Strong relationship-building skills

Ability to navigate complex sales cycles

Proven track record of selling into federal agencies, specifically within the Department of War

Strong network of contacts within defense organizations

Demonstrate urgency, high energy, and a sense of purpose

Anticipate challenges, adapt to setbacks, and respond well to coaching

Adapt communication style to audience needs and listen actively

Own decisions, actions, and challenges, actively working to overcome obstacles

Leverage data and insights to secure support and commitment

Apply critical thinking to anticipate challenges, make data-driven decisions, and achieve goals

Pursue continuous learning and embrace diverse perspectives

Prioritize work effectively to align with organizational goals and follow standard processes

Build trust through consistency, reliability, and strong rapport

Demonstrate expertise as an experienced professional, fully competent in core elements of the role, independently completing day-to-day tasks and solving diverse problems

Work on daily tasks with limited oversight and receive general instruction for new activities

Develop positive working relationships with senior team members in department

Impact department and possibly function performance through decisions

Apply full understanding of domain and growing understanding of Forrester and Forrester's market

Use field and company knowledge to address a range of issues