• Identify, develop and execute Major Account strategy to close new business opportunities and expanding revenue with customers across the assigned accounts; independently and cooperatively. • Scope, negotiate and bring to closure agreements to exceed booking and revenue quota targets. • Target and gain trust to decision makers in key prospect accounts. • Establish access and maintain existing relationships with key decision makers (typically at the CIO and CISO level) in industry, partners, and enterprise customers to drive all pertinent issues related to sales strategy and goal attainment. • Collaborate with operative peers across functions (including the Field Sales, Channel, Marketing, Sales Operations, System Engineering, Services, Customer Support, and Product Development) to create visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level. • Work cooperatively with partners to leverage their established account presence and relationships. • Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com • Be familiar and comfortable with the MEDDPICC sales methodology framework.