• Exceed assigned sales quota and pipeline building objectives within the assigned territory • Understands and can effectively manage a complex selling process from qualification to closure • Proactively builds and executes on a robust strategic territory plan • Build relationships with target accounts in the assigned territory to secure strong competitive positioning • Work with business development to qualify, identify and follow-up on inbound leads in a timely manner through marketing campaigns and other market outreach efforts • Generate and nurture qualified leads; this includes: identifying, prioritizing, and following up on contacts and targets as part of your territory plan • Understands and can articulate the value of all HCHB solutions and services, interoperability and operational benefits of HCHB to agencies • Demonstrate key features of the software solution, including the use of client stories to drive the value of HCHB • Coordinate the product specialist team to deliver winning product demonstrations to qualified prospects • Deliver an accurate sales forecast as well as other activities-based updates to sales leadership • Document activities in SalesForce.com to capture relevant information about each prospect, aiding the sales process and management reporting capabilities • Manage the RFP process for your assigned accounts • Coordinate and participate in site-visits, reference calls, contract negotiations and financial proposals/ROIs • Maintains positive relationships with current clients including C-Level executives • Coordinate client case studies and important user stories with marketing • Participate in trade shows and conferences in assigned territory