Forrester Research

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:

As part of Forrester’s global events leadership team, the Global Sponsorship Sales Director reports to the global VP events and is responsible for the strategic direction of existing and new sales across all Forrester events in the US, Europe, and Asia Pacific. This experienced sales executive will lead a team of global sales representatives by nurturing a high-performance culture that will yield significant sales growth, including renewal and prospect conversions, increasing new business development activities, accurate forecasting and deal insight, developing a strategic account strategy, and winning more business. This is a strategic role focused on designing, implementing, and managing effective sales processes; ensuring high sales productivity; and motivating a team of globally dispersed sponsorship sales professionals to be a best-in-class sales organization.

Job Description:

• Positively lead the global sponsorship sales team, setting clear goals and expectations, providing continuous coaching and training, and implementing consistent sales business processes.
• Meet monthly, quarterly, and annual sponsorship sales goals.
• Lead account, annual quota, and territory planning in partnership with finance and sales operations.
• Drive higher renewal rates and faster deal velocity by analyzing key metrics and data points.
• Develop, measure, and monitor business development activities (inbound and outbound), including accurate deal stages to ensure pipeline will yield intended outcome.
• Drive higher retention rates by implementing a consistent renewal process for all events.
• Implement a formal sponsorship prospect program to accelerate conversions.
• Increase the annual spend of strategic accounts across the portfolio, including global expansion.
• Build strong partnerships within the Forrester ecosystem.
• Act as a strategic lead and role model in ongoing interaction with top clients, including C-level executives.
• Track and report sales activity levels and pipeline development through sales contact management software (Salesforce.com).

Job Requirements:

• A bachelor’s degree.
• Ten-plus years of experience in a sales leadership position.
• Seven-plus years of experience in events, conferences, and/or tradeshows.
• Strong communication and presentation skills including with C-suite executives.
• Expert knowledge and demonstrated history of leading successful sales teams, creating best practices for effective outreach, client communications, and deal closure.
• Knowledge of high-tech market trends and issues; experience in selling to technology and marketing services vendors’ executives, including C-level.
• Knowledge of events’ products and services.
• Excellent proposal writing and presentation skills.
• Advanced skills in MS Office (Word, Excel, and PowerPoint), SFDC, email applications, and virtual selling.
• Demonstrated expertise and success in managing annual sales goals and forecast accuracy, including weekly, monthly, and quarterly.
• The ability to make critical business decisions under pressure.
• Demonstrated abilities to strategically sell to and build relationships with senior-level executives, VP level and above, specifically CMO, CSO, CPO, CIO, CTO, and CDO.
• Proven history of strategic account planning and management and growing key accounts.
• Experience with procurement and in managing complex buying processes to be able to guide and advise clients.
• Relevant, transferable industry experience (e.g., consulting, professional services, financial services, retail, healthcare, technology, and advisory services).
• Strong presentation and meeting facilitation skills.
• The ability to travel to attend in-person events and client meetings.

Please note that the base salary range indicated here is inclusive of all applicable US geographies listed in this requisition. This salary range is based upon the position as described in the job listing. The offered compensation may vary within this range and is dependent upon the successful candidate’s primary work location, experience, training, education, and credentials.

Base salary range: $156,000 - $234,000

For information on benefits, please visit: https://forresterbenefits.com/

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.

Explore #ForresterLife on:

Instagram

LinkedIn

Glassdoor

FLSA Status:

Exempt

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.

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

Benefits at a Glance

Benefits at a Glance - Cambridge