• Uncover and manage new selling opportunities in a geographic territory • Call on and develop relationships with C-level executives across business and IT units for named accounts • Execute a sales process that validates and qualifies the technical and business requirements of the customer • Articulate the value proposition and be familiar with ROI and TCO tools at a business level • Negotiate contracts, up-sell and cross-sell, build customer rapport • Achieve sales quotas in a territory on a quarterly and annual basis