Mgr, Global Audience Acquisition

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: The Manager, Global Audience Acquisition, leads a team of audience acquisition reps (AARs). This person is focused on driving customers and prospects to register for Forrester events through direct outbound outreach, partnering with sales, customer success, and marketing. The Manager, Global Audience Acquisition, is responsible for developing and leading the global audience acquisition team based in North America and Europe. This includes setting goals, assigning territories, hiring, training, and motivating the team as well as evolving processes, designing enablement strategies, and developing reports that support the business's growth goals. This role ensures that all AARs have the required knowledge, content, skills, processes, and behaviors to optimize every interaction internally and with buyers. Like any high-performing team, this role is measured on attendee revenue and delegate registration goals. Reporting to the director, global sponsorship sales, this position is central to efforts to scale the events business and requires the ability to develop and optimize processes that enforce best practices, speed up onboarding, and maximize performance. Job Description: Oversees the attendee revenue and delegate goal numbers for all global events. Leads a team that consistently exceeds sales quotas by retaining, growing, and prospecting attendees within their territory. Manages, leads, mentors, and trains a team of AARs, providing real-time, detailed guidance and feedback. Develops team members for current and future growth opportunities. Takes a disciplined approach to process and operations, through high levels of direct observation, inspection, and analytics to maintain internal and external service-level agreements, accountable for metrics and KPIs. Manages the AAR team to an active and proactive outbound approach both internally and externally. Collaborates with sales teams to drive great partnerships and client relationships, sales, and leads. Guides cross-role collaboration, organizing internal resources to address client and event registration needs. Understands Forrester's sales process and utilizes Forrester's sales support systems and sales methodologies to effectively execute event registration plans. Leads as a role model within the events organization; promotes a 'can do' culture and positive environment, advises AARs on strategy, answers questions, and assists them when necessary. Analyzes engagement cadences with an eye toward continual improvement and up-to-date messaging. Develops and maintains a playbook with processes and best practices such as sales sequence, sales pitches, and qualification tactics to ensure AAR efficiency. Develops best-in-class, consistent, convincing communication strategies, and prospecting techniques with marketing and sales leaders. Manages AAR reporting and dashboards to ensure the results can be easily understood by stakeholders throughout the organization. Effectively tracks and reports on pipeline development and sales targets through Salesforce. Partners with sales and marketing management to continually experiment and optimize critical elements such as messaging, marketing segments, and prospect lists via insights gathered from demand generation efforts. Maintains full fluency in Forrester's events knowledge to deliver value in the marketplace. Job Requirements: A bachelor's degree. Five to eight years' experience with first-line managerial role. Prior audience acquisition experience. Experience in providing guidance and feedback to build high performance culture. Experience with inbound and outbound prospecting, understanding both proven and emerging tactics for each type. Success in managing and coaching based on metrics and KPIs. Strong business acumen and professional demeanor. Strong, high-level relationship skills; the ability to interact with peers and thrive within a team. Exceptional attention to detail. Strong discipline to process and operations. Exceptional communication and organizational skills. The ability to absorb and grasp new concepts quickly. Demonstrated agility to manage through ambiguity and coach team members through change. 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 . 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. Benefits at a Glance (Benefits at a Glance - Cambridge

Created: 2024-10-19