• 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.