• Identify, develop, and execute account strategy to close new business opportunities and expanding revenue with customers across the assigned region; independently and cooperatively • Scope, negotiate, and bring to closure agreements to exceed booking and revenue quota targets • Target and gain access to decision makers in key prospect accounts in the assigned territory • Establish access and maintain existing relationships with key decision makers (typically at the CIO and CSO level) in industry, partners, and enterprise customers to drive all pertinent issues related to sales strategy and goal attainment • Collaborate with peers with cross-functional teams (including the Field Sales, Channels & Alliances, Marketing, Sales Operations, Sales Engineering, Services, Customer Support, and Product Management) to create visibility with target accounts and drive engagement of 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