**Key Responsibilities** • Full-Cycle Sales: Identify, qualify, and close new and expansion business within all key market segments. 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 all key vertical segments, 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.