• Drive new business to our ideal customer profile through value-based selling and clearly articulating our platform differentiation. • Develop and execute a go-to-market strategy in the assigned territory. • Lead the sales process from first meeting through close. • Orchestrate other roles into the sales process as appropriate – technical validation, solution consulting, professional services, etc. • Build business cases and other supporting materials to help support prospects in the buying cycle. • Stay up to date on the latest product enhancements and deliver demos for prospects. • Develop and manage a healthy pipeline of qualified opportunities. • Utilize MEDDPICC and Command of the Message sales methodology to strategically prepare for calls, advance prospects in the sales process and accurately forecast revenue. • Keep all customer information, notes, and documents up to date in Salesforce.com and other relevant systems; and provide accurate and timely reports.