VP, Sales

$159,723 - $260,601/Yr

Forrester And Company

Full-time - Senior

Merchant Wholesalers, Nondurable Goods

About the position

The Vice President of Sales for Forrester's premier end-user business is responsible for leading a team of approximately 60 sales representatives, focusing on client retention and account expansion. This strategic role aims to drive growth through consultative selling and strong leadership, ensuring the sales team supports clients in implementing transformative strategies that enhance customer engagement and retention.

Responsibilities

• Lead sales for the premier end-user business, managing approximately 60 sales reps with six direct reports.
• Drive multiyear commitments and retention with existing clients.
• Expand accounts through prospecting, cross-selling, and upselling.
• Achieve double-digit revenue growth annually, maintaining a renewal rate of over 90%.
• Mentor and upskill the sales team, providing guidance and support.
• Foster a culture of accountability and continuous improvement within the sales organization.
• Recruit, onboard, and retain top sales talent to align with company objectives.
• Execute and cascade the sales strategy to the team and territory plans.
• Develop relationships with research, marketing, data, and consulting teams to drive sales pipeline growth.
• Inspire and motivate the sales team to optimize performance and maintain a positive culture.
• Ensure compliance with standard sales processes regarding pipeline hygiene and value capture.

Requirements

• Fifteen plus years of experience in consultative and solution selling in the technology and information services industries in the US.
• Experience in selling recurring revenue business and custom solutions to enterprise end-user customers.
• Proven track record of cross-selling and upselling in existing premier accounts combined with new business development.
• Experience leading a sales force transformation from selling products to selling solutions.
• Experience in recruitment and development of consultative sales personnel and team building.
• Demonstrated success in revenue growth through strategic sales execution.
• Strong client base at the CXO level in enterprise organizations.
• Ability to manage budgets, forecasts, and team performance to meet revenue targets.
• Charismatic leader with the ability to build relationships and trust at all levels.

Nice-to-haves

• Experience in technology and business solutions sales.
• Strong analytical skills to drive internal discussions about strategies and opportunities.

Benefits

• Competitive salary with commission targets.
• Comprehensive health insurance.
• 401(k) retirement plan with company matching.
• Paid time off and holidays.
• Professional development opportunities.