• Develop a comprehensive sales plan to meet or exceed quota, including the identification and prioritization of opportunities for assigned moderate-to-high risk, moderate-to-high impact existing or potential customers or partners • Develop and communicate accurate sales forecasting on a real-time basis • Proactively initiate contact with potential customers, customers and partners on a regular basis to develop, maintain and expand business relationships. • Operate as a trusted advisor to contacts and build network of relationships throughout the organization • Research and identify target customers, execute understanding of their technical and business needs • Partner with sales solution engineers in the development of software demonstrations for customers or potential customers; actively contribute and participate in software demonstration • Record all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits or sales calls • Comprehensive understanding of best practices and market trends, as well as customer and potential customers business and technical needs. • Proactively pursue opportunities for company expansion and integration • Engage company specialist and support resources as needed to advance opportunities • Determine the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response • Develop and maintain strategic internal working relationships to enhance sales execution • Attend and actively contribute to trade shows to ensure customers or potential customers are participating in company marketing efforts; tailor plan to meet customer needs • Develop the closing plan for accounts; engage internal leadership as necessary to help lead negotiation and contracting process to ensure deal is closed on time, as forecasted • Share extensive experience and best practice knowledge; contribute to the overall growth and quality of the sales team • Provide guidance and support to other sales team members