• You will be responsible for discovering and pursuing new sales prospects and maintaining relationships with clients. • Identifies business opportunities by identifying prospects and evaluating their position in the industry; researching and analyzing sales options. • Sells products by establishing contact and developing relationships with prospects; recommends solutions. • Maintains relationships with clients by providing support, information, and guidance; researching and recommending new opportunities; recommending profit and service improvements. • Identifies product improvements or new products by remaining current on industry trends, market activities, and competitors. • Prepares reports by collecting, analyzing, and summarizing information. • Maintain quality service by establishing and enforcing organization standards. • Conduct customer presentations and case usage of Land Gorilla’s products and applications. • Transition customers from sales to solution implementation. • Prepare customer proposals and negotiating contract terms.

• Develops and implements account strategies and directs activities needed to achieve sales objectives • Builds a sales pipeline to ensure continued meetings of sales targets, documenting all strategic activities within Salesforce.com • Manages client relationships, identifying influencers, recommendations, key decision makers • Accurately and consultatively articulates the value proposition of the PROS solution set to prospective customers at all levels • Specifically identifies appropriate target customers in a defined geography and/or industry vertical • Works internally with R&D, product marketing and others on positioning products, product development requirements and/or designing demos

• Achieve sales quotas for bookings, revenue, pipeline growth and other related activity metrics. • Position Gordian as a leader in our business, offering unique, value-added products and services. • Engage in face-to-face selling activities with prospective and current customers across the SLED market. • Effectively manage complex deals with prospective and current customers including management of relationships to drive maximum impact across a multi-state territory. • Develop and define territory plan, prospecting strategies, deal plans, and client action plans within assigned territory. • Coordinate with Business Development Representative team to create effective target lists and territory strategy. • Identify, qualify, pursue, and close net new opportunities for customers, pulling in resources as needed. • Coordinate with operational and sales support groups to ensure successful implementation and delivery of solution. • Identify cross-sell opportunities and engage appropriate overlay resources. • Generate new accounts and revenue streams while reaching annual sales revenue goals. • Sell to multiple levels of decision-makers. • Schedule face-to-face contact with current or prospective buyers daily. • Stay current on market conditions, needs and competitor strategies, goals, and approaches. • Maintain pipeline opportunities and log all activity in the designated customer relationship management (CRM) system Salesforce.com. • Develop and maintain an expert level of knowledge of company solutions and competition in the market. • Utilize FBS (Fortive Business Systems) tools and practices. • Participate in ongoing training to increase professional growth and job effectiveness.

• Generate and manage a territory plan with research to create a credible territory strategy with account research, account initiatives and suppositions of value at the forefront. • Define and refine specific sales strategies per target account. • Apply intellectual curiosity to understand the pain and challenges that our customers face and map those to the Verato value propositions and solutions. • Follow a disciplined sales process to ensure that we have identified the key aspects of securing a deal with the prospective customers (metrics, economic buyer, decision criteria, decision process, implications, champion, compelling event). • Collaborate with other resources and departments that can help paint the picture of how Verato will support the customer’s needs and even the financial narrative of value. • Align with marketing and sales support to execute territory campaigns to generate pipeline opportunities and interest in Verato’s solutions. • Explore your own network, research, knowledge of the territory, and understanding of the territory and target accounts to generate pipeline opportunities. • Precise communication with internal and external resources to ensure details are understood and commits are made/met. • Coordinate with prospective customers and internal resources to complete contracting that results to optimal deals for Verato. • Continue to manage and mature the relationship with the customer, ensuring that they continue to see indisputable value in Verato. • Achieve forecasted revenue goals focused largely on new business while growing existing business. • You will have a precise focus on proactively protecting the privacy and security of all systems while always ensuring you are following documented policies and procedures.