Key Responsibilities:

• Identify, nurture, and close opportunities to achieve monthly and quarterly new business quotas

• Develop account plans for customers in your territory, contain vision, strategic ideas, and discreet tactics and plays focused on delivering revenue growth

• Partner with the customer success team to align on account retention and growth strategies and ensure customers renew on time

• Develop your relationship as a trusted advisor to each customer in your territory through industry thought leadership, product knowledge and partnership with the sales engineering team

• Build and maintain a pipeline of high-quality cross-sell and upsell opportunities, balancing long-term strategic vision and pipeline breadth with short-to-medium term paths to growth

• Build and maintain relationships with key customer contacts, with a focus on and rapport with executives and targeted personas

• Translate your depth of knowledge on our portfolio of products and services into sales plays and pipeline that uniquely address the business needs of your assigned customers

• Apply value-oriented, solution-selling methodologies and techniques to differentiate us with our customers when comparing to alternatives such as ‘no decision’ or versus competitors

• Continually increase our share of wallet and portfolio footprint to achieve revenue targets

• Participate in marketing events including conferences, social networking, and webinars

• Stay abreast of industry trends and competitor activities to inform account strategy and positioning