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Principal Analyst, Sales Executive Strategies

Company: Forrester Research, Inc.
Location: Raleigh
Posted on: June 12, 2021

Job Description:


Our job is to be bold at work.

It starts with an insatiable curiosity about clients, colleagues, and the future. At Forrester, we believe curiosity powers progress.Forresteritesbring a diversity of opinions and the courage of their convictions to collaborate on the ideas and initiatives that change the course of business. As a trusted advisor to the most influential companies in the world, we live at the nexus of what's next.

About This Role:

We're looking for thought leaders to join the sales executive strategies service within the SiriusDecisions product line. SiriusDecisions' sales executive service provides best practice research, benchmarking data, analytic models, and thought leadership to leverage and enhance a B2B organization's sales strategy. It covers a broad range of critical sales topics, including sales strategy, organizational structure, talent management, demand generation, sales execution, and sales productivity.

The Principal Analyst develops, writes and presents to, and advises sales executives on Forrester's research regarding the rapidly changing landscape of sales and sales leadership, which encompasses a broad range of service and business capabilities.

As a successful candidate, you'll have boundless opportunities to leverage your experience and exceptional writing and speaking skills to advise clients on best practices and how to apply these in order to drive strategy, execution, and growth.


  • Research generation: Participates in the conceptualization and writing of key research deliverables, including research briefs, vendor profiles, webcasts, and core strategy reports.
  • Data gathering: Works with a wide variety of B2B organizations to gather key sales data using existing benchmarking models.
  • Assessment: Evaluates sales technologies and writes reports assessing different companies within those categories.
  • Analyst work: Interacts directly with clients (in-person and via telephone) to review research findings and discuss business-related problems/issues.
  • Service development: Works with our analysts and business development team to grow sales executive membership through sales and marketing activities with prospects.
  • Client-facing activities: Assists on ad hoc consulting projects as needed (e.g., benchmarking, go-to-market, and assessments).
  • Presenting: Present at Forrester events as well as industry and client events.


  • A strong record of academic achievement; BA or BS at a minimum, but MBA or MS is preferred.
  • Minimum of 15 years of B2B sales executive experience, including experience in reporting directly to a CEO, owning company revenue results, and managing all quota carriers on a sales team.
  • Understanding of how to apply the science of sales - the need for process, data, and technology - to make sales repeatable and predictable.
  • Superior listening, analytical, and critical thinking skills. Analysts are expected to take complex, disparate ideas and distill them into simple, provocative concepts - and be willing to take a stand on vendors and outcomes.
  • Strong customer-facing skills, including the ability to engage executives, listen effectively, and build trusted relationships.
  • Expert communication skills (both written and oral).
  • Exceptional presentation skills and experience in presenting to large audiences.
  • Deep intellectual curiosity about the effect of technology on the business landscape.
  • Solid business instincts and a practical understanding of how sales executives operate.
  • The ability to travel more than 25% of the time.

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FLSA Status:


Forrester Research, Inc. is an Equal Opportunity/Affirmative Action Employer that is committed to equal employment opportunity for all qualified individuals without regard to race, color, religion, national origin, ancestry, sex, age, disability, sexual orientation, gender identity and expression, marital status, genetic information, military service, veteran status, or any other status protected by applicable law. Minorities, Women, Individuals with Disabilities, and Veterans are especially encouraged to apply.

Keywords: Forrester Research, Inc., Raleigh , Principal Analyst, Sales Executive Strategies, Other , Raleigh, North Carolina

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