**Key Responsibilities** **Full-Cycle Sales:** Identify, qualify, and close new and expansion business with technology and education companies. Self-source roughly 40 % of your pipeline while leveraging inbound leads and channel partners. **Multi‑Step Sales Process:** Map out user, economic, and executive buyers within target companies. Perform focused cold calls and discovery to surface pain points. Conduct demos that highlight workflow inefficiencies and illustrate how Wowza drives efficiency and cost savings. Navigate RFI, RFQ, and RFP submissions; align proposals with customer and prospect-specific requirements and procurement rules. Build internal champions and reference other customer successes to gain buy‑in from all stakeholders. **Sector Expertise:** Develop credibility across the technology sector, understanding each domain’s mission, budget cycle, and regulatory constraints. Stay current on streaming technologies and emerging trends in embedded systems and video workflows. **Customer Advocacy:** Serve as a liaison between customers and Wowza’s product, engineering, and solutions teams. Translate customer requirements into actionable proposals and ensure their voice is heard internally. **Cross-Functional Collaboration:** Coordinate with Customer Success, Solutions Architecture, Marketing, Finance, and Legal to ensure compliant onboarding, adoption, and contract execution. **Pipeline & Forecasting:** Maintain a healthy, accurate sales pipeline using a CRM system. Provide reliable revenue forecasts and insights to leadership. **Quota Achievement:** Consistently meet or exceed annual and quarterly sales targets by closing deals in the $30K–$250K range. Typical sales cycles run 45–70 days, depending on procurement complexity.