• Accountable for driving $3–$5 million in revenue. • Lead, develop and implement the business development strategy for your role. • This includes, but is not limited to, target account planning and management, lead distribution, growth strategies, account alignment, Sandler resource collaboration and allocation. • Support recruitment and onboarding and provide channel support to help drive opportunities and account growth. • Conduct regular business/funnel reviews. • Take lead role on all new Sandler originated opportunities. • Remain accountable for all leads regardless of your personal level of involvement in the customer interaction. • Ensure funnel health is sufficient to meet quota. • Develop opportunities from different lead sources: Marketing generated leads, IPC generated leads, existing account relationships and target accounts (accounts you will personally target). • Provide additional value on all opportunities and accounts. Example, increase scope of opportunity, identify new opportunities, accelerate deal closure, elevate contact levels. • Lead role on scoping and negotiating all non-standard engagements. • This includes: Scoping solution and services to be included in the agreement Working with Sandler leadership on pricing and terms Working with Implementation on implementation plan, customizations, translations etc. Negotiating and agreeing final terms of agreement with customer. • Develop Sandler Corporate relationship account lead on all significant size Enterprise accounts. • Ensure client satisfaction by leveraging: Direct interactions with clients and prospects, including account reviews VP penetration in top accounts & opportunities, Ambassador contact plan, Visibility to customer’s cultural adoption plans, Repeat business trends, and Peer to peer client relationships. • Articulate and execute upon your growth plan by: Accurate forecasting (within 10%), Visibility to top deals in your funnel (ensure CRM accurate), Ensuring execution of the Growth plan detail around new business; existing client growth; existing client retention, and Conversion, penetration, retention is consistent with Sandler strategy. • Manage the sales process by: Accurate Forecasting. Review of deal construction and analysis. Client commitments tied to Sandler resource investments. Using Sandler methodology and tools to support the sales process. Having accelerated sales cycles. Close one $250,000 opportunity per quarter, etc.