Manager, Events Audience Acquisition

Company: Forrester Research
Location: Cambridge
Posted on: May 12, 2022

Job Description:

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. Forresterites bring 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: -
The Manager, Audience Acquisition leads a team of 6 to 10 Audience Acquisition Reps (AARs) in North America. This person is focused on driving customers and prospects to register for Forrester Events through direct outbound outreach, working with Sales, Customer Success, and Marketing.
The Manager, Audience Acquisition, is responsible for developing and leading the North American Audience Acquisition team. This includes 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, the Manager of Audience Acquisition is measured on attendee revenue and delegate registration goals.
Reporting to the VP of Global Event Sales, this role 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: -

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• 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 your territory.
  
• Manages, leads, mentors, and trains a team of Audience Acquisition Reps, 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 SLAs, accountable for metrics and KPIs.
  
• Manages the AAR team to an active and proactive outbound approach both internally and externally.
  
• Collaborate across 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 Audience Acquisition Reps 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.
  
• Manage AAR reporting and dashboards to ensure the results can be easily understood by stakeholders throughout the organization. Effectively track and report 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: -
  
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  • A bachelor's degree
    
  • Five to eight years' experience with first-line managerial role.
    
  • Prior Audience Acquisition experience.
    
  • Success in managing and coaching to 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.
    
  • Experience providing guidance, feedback to build high performance culture.
    
  • The ability to absorb and grasp new concepts quickly.
    
  • A demonstrated agility to manage through ambiguity and coach team members through change.
    
  • Experience with inbound and outbound prospecting, understanding both proven and emerging tactics for each type.
    
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    FLSA Status:
    Exempt
    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.
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Keywords: Forrester Research, Cambridge , Manager, Events Audience Acquisition, Executive , Cambridge, Massachusetts