• Responsible for creating and driving their sales pipeline • Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others • Maintains knowledge of competitors in account to strategically position the company’s products and services better • Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit • Provide support to Account managers and provide input regarding business development and solution expertise • Development of quota objectives and future direction for defined product category • Establish a professional, working, and consultative relationship with the client, up to and including the C-level for mid-to-large accounts.