AI Solution Partner (Sales)

About the 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.

Responsibilities

• 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.
• Aid 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.

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.