VP, Sales

$159,723 - $260,601/Yr

Forrester And Company - Norwalk, CT

Full-time - Senior

Norwalk, CT

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 significant revenue growth through consultative selling and strong leadership, ensuring the sales team effectively supports clients in their business transformations and customer-centric strategies.

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.
• 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.
• Ensure compliance with standard sales processes.

Requirements

• Fifteen plus years of experience in consultative and solution selling in 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.
• Experience leading a sales force transformation from selling products to selling solutions.
• Experience in recruitment and development of consultative sales personnel.
• Demonstrated success in revenue growth through strategic sales execution.
• Strong client relationships at the CXO level.
• Ability to manage budgets, forecasts, and team performance effectively.
• Charismatic leadership with the ability to build trust and relationships at all levels.

Nice-to-haves

• Experience in managing a sales team in a high-growth environment.
• Familiarity with technology and business solutions sales.
• Strong analytical skills to assess sales performance and market trends.

Benefits

• Competitive salary range of $159,723 - $260,601.
• Incentive commission target of 66.67% based on performance.
• Comprehensive benefits package including health insurance, retirement plans, and professional development opportunities.