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:
We’re seeking an entrepreneurial, customer-facing technologist to help bring Forrester AI to market across our North America end-user organization. Reporting into and partnering closely with the vice president of sales, end user, the AI Solutions Partner works shoulder-to-shoulder with sales managers, account executives, and account managers to build comprehensive client solutions that pair Forrester AI with our broader research, advisory, and consulting portfolio. This individual is the technical and commercial connective tissue between Forrester’s AI products and the buyers who need them: They demonstrate the technology, translate it into business value, identify client needs, package solutions, and help close deals.
The AI Solutions Partner is equally at home in front of a client and in cross-functional working sessions with sales enablement, customer success, and product. This individual will help build the playbook, training, and field assets that allow Forrester’s go-to-market organization to sell AI confidently and at scale, and will help existing clients realize value from Forrester AI to drive retention. Success in this role requires someone who comes to life in front of customers, is genuinely fluent in modern AI, and has the drive to take a new technology service to market and bring its value to life.
Job Description:
- Partner with the vice president of sales, end user, and frontline sales managers to embed Forrester AI into account strategies across the North America book of business.
- Accompany account executives and account managers on early-stage sales calls, discovery conversations, and executive meetings to demonstrate Forrester AI and articulate its value to business and technology buyers.
- Deliver compelling demos of Forrester AI to a wide range of audiences, from individual practitioners to C-level executives, tailoring the narrative to each buyer’s role, industry, and maturity.
- Explain the technical underpinnings of Forrester AI-related solutions, including how the underlying research corpus, large language models (LLMs), retrieval, and integration patterns work in an enterprise context.
- Uncover client needs through structured discovery and connect those needs to the right combination of Forrester offerings — both AI and non-AI — including Forrester Decisions, advisory, consulting, and event services.
- Help account executives and account managers package Forrester AI into compelling, well-priced solutions that reflect client value and Forrester’s commercial model.
- Assist sales teams during negotiations by addressing technical objections, clarifying scope, and helping structure deals that close.
- Partner with sales enablement to develop and continuously refresh sales training, demo scripts, objection-handling guides, battlecards, and certification content focused on Forrester AI and the broader Forrester portfolio.
- Partner with customer success to develop client-facing training and adoption materials that drive usage, value realization, and retention across the existing client base.
- Serve as a structured feedback loop into product leadership: Document field experiences, win/loss learnings, common objections, feature gaps, and competitive signals, and bring them back to the AI product team.
- Maintain a high cadence of internal coordination through standing meetings with sales, product, and customer success leaders, and document learnings in a way the broader organization can use.
- Stay current on the generative AI (genAI) landscape, including LLMs, the Model Context Protocol (MCP), agentic architectures, and machine learning techniques, and translate that fluency into client-ready conversations.
Job Requirements:
- Proven experience in a customer-facing technical sales, solutions consulting, sales engineering, or presales role, ideally in research, SaaS, or enterprise technology.
- Experience in designing and delivering software training, enablement content, or technical workshops for both internal teams and clients.
- Working fluency in genAI fundamentals, including LLMs, prompt design, retrieval-augmented generation, and the MCP.
- Working knowledge of machine learning techniques sufficient to discuss them credibly with technical buyers and to identify the right Forrester response.
- Working knowledge of AI security, data privacy, and emerging AI regulatory considerations relevant to enterprise buyers.
- Familiarity with enterprise systems integration patterns and the deployment models that AI solutions typically follow within large organizations.
- Strong consultative discovery skills and the ability to translate technical capability into measurable client outcomes.
- Excellent presentation, demo, and storytelling skills, with the ability to adapt to audiences ranging from individual practitioners to C-level executives.
- Strong organization, documentation, and time management skills, with the ability to operate across multiple deals and internal workstreams at the same time.
- A fast learner who is at ease with new technology and motivated to take a new product to market.
- A collaborative, team-first orientation and a high degree of comfort operating cross-functionally with sales, product, sales enablement, and customer success.
- Familiarity with enterprise procurement, security review, and vendor onboarding processes is a plus.
- Willingness to travel as needed to support client meetings, internal sessions, and Forrester events.
Skills And Competencies:
- Comes to life in front of customers; energized by demo, discovery, and executive conversations.
- Demonstrates urgency, a strong sense of ownership, and the drive to bring a new offering to market.
- Adapts communication style to the audience and listens actively to uncover real needs.
- Leverages data, examples, and proof points to secure support and commitment from clients and internal partners.
- Anticipates challenges, adapts to setbacks, and responds well to coaching and feedback.
- Pursues continuous learning, particularly across a fast-moving AI landscape, and embraces diverse perspectives.
- Prioritizes work effectively to align with organizational goals and follows standard sales and enablement processes.
Builds trust through consistency, reliability, and strong rapport with both clients and colleagues.
Please note that the base salary range indicated here is inclusive of all applicable US geographies listed in this requisition. This salary range is based upon the position as described in the job listing. The offered compensation may vary within this range and is dependent upon the successful candidate’s primary work location, experience, training, education, and credentials.
Base salary range: $148,000 - $222,000
#LI-ML1
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:
Glassdoor
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 [email protected].
Forrester Research, Inc. is an Equal Employment Opportunity Employer. As a federal contractor, Forrester encourages veterans and individuals with disabilities to apply for employment.
Benefits at a Glance
Benefits at a Glance - Cambridge
Skills Required
- Proven experience in customer-facing technical sales, solutions consulting, or sales engineering
- Experience in designing and delivering software training or technical workshops
- Working fluency in genAI fundamentals, including LLMs and prompt design
- Working knowledge of machine learning techniques
- Working knowledge of AI security and data privacy
- Strong consultative discovery skills and ability to translate technical capability
- Excellent presentation and storytelling skills
- Strong organization and time management skills
- Collaborative team-first orientation
What We Do
Forrester is one of the most influential research and advisory firms in the world. We help business and technology leaders use customer obsession to accelerate growth by putting their customers at the center of their leadership, strategy, and operations. Through Forrester’s proprietary research, consulting, and events, leaders from around the globe are empowered to be bold at work — to navigate change and chart new paths. Our unique insights are grounded in annual surveys of more than 675,000 consumers, business leaders, and technology leaders worldwide; rigorous and objective methodologies, including Forrester Wave™ evaluations; over 52 million real-time feedback votes; and the shared wisdom of our clients
