Forrester - Account Development Mgr

Job Title: Account Development Manager

Location: New Delhi, India

Description:

The Account Development Manager (ADM) is part of Forrester’s sales team for the India region, selling the Forrester products and services portfolio.

The ADM develops, cultivates, and manages relationships with $1 billion-plus companies. The ADM is accountable for achieving specified bookings and revenue targets based on the combined quotas of the account managers who work with the ADM. Within a base of clients, the ADM promotes customer satisfaction and loyalty by demonstrating an understanding of customers’ critical business issues and delivering products and services that help clients meet their business objectives. Within a base of prospects, the ADM helps identify and qualify new business opportunities. Some travel may be required.

Responsibilities:

- Drive satisfaction and loyalty as measured by -- among others -- renewal rates, customer feedback, and active readership of research.

- Support account managers who sell/maintain relationships with CMO, head of analyst relations, CTO, CIOs, B2B Market Research professionals, etc.

- Maintain quality relationships to retain clients, and win referrals to new clients.

- Develop an understanding of clients’ business issues and how to apply Forrester products and services to develop strong value propositions.

- Generate incremental revenues from existing clients by selling additional products and services.

- Drive early-stage opportunities through the pipeline.

- Perform name and organizational development at qualified accounts (phone, email, etc.).

- Develop account strategies with the support of account managers.

- Understand the changing business and technology issues facing our client base.

- Communicate effectively in writing and via the telephone.

- Track account and pipeline information in Siebel and other (sales) tools.

- Communicate with clients on usage, run trainings for users on use of website and turn dormant users to active users.

Requirements:

- Bachelor’s degree or equivalent experience

- Proven sales/commercial success in client management or consultative selling to major companies

- Fluency in English and one other major language

- Customer oriented with strong client-facing skills

- Strong interpersonal skills

- Excellent administration skills, effective organization, and time management

- Strong communications, follow through, and closure skills

- Must be a team player, a fast learner, and at ease with technology

To apply, please click on the button below.

Shine Varughese