• Develop a comprehensive sales plan to meet or exceed quota, including the identification and prioritization of opportunities for assigned high risk, high impact existing or potential customers or partners • Develop and communicate accurate sales forecasting on a real-time basis • Operate as a trusted advisor to customers or potential customers; develop and maintain strategic working relationships with senior leadership, including those at the executive level. • Utilize long term vision, strategy and roadmaps to generate and maintain constant pipeline • Leverage expertise and significant best practice knowledge to educate customers and potential customers on the benefits of the company’s solution; drive customer need and create opportunities • 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 proactively educate and influence key executives on future business and technical needs; 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 and strategy for accounts with key influencers within the account; lead negotiation and contracting process to ensure deal is closed on time, as forecasted • Operate as an innovative thought leader among the team; contribute to the overall growth and quality of the sales team and processes • Serve as a subject matter expert for the sales department and colleagues; consult on market trends and best practices • Mentor, coach and influence other sales team members