• Maximize high-value sales into large enterprise accounts and across multiple sectors of industry. • Cross-and upselling, closing new business, and building long-term relationships. • Position oneself as a thought leader and trusted advisor within assigned strategic accounts. • Understanding your structure and hierarchies, while identifying the priorities, objectives, and motivations of multiple key stakeholders. • Lead a complex sales cycle; orchestrating and leveraging cross-functional teams (e.g., Sales Engineering, Marketing, Product, Sales & Executive Leadership) ensuring alignment throughout the sales journey, while delivering business value and maximizing customer satisfaction. • Successfully manage a multi-month sales process, consisting of multiple stages, evaluations and approvals. • Breaking a long sales cycle down into smaller milestones and continuously tracking your progress. • Communicate and demonstrate the value of the Riverbed Platform, highlighting the ROI, and building a business case that helps decision-makers understand the long-term benefit of the platform. • Implement and execute an effective account management strategy. Understanding each account’s unique challenges, then tailoring a solution that aligns to their needs and goals.

• Build and maintain strong relationships with current and potential customers • Achieve and exceed sales targets through proactive outreach and sales efforts • Identify potential customers through market research and competitive analysis • Maintain a thorough understanding of our products and brand • Conduct engaging and informative sales presentations • Successfully guide leads through the sales process, overcome objections, and close deals

• Realizar visitas técnicas consultivas aos clientes; • Auxiliar no monitoramento da entrega do produto para o cliente; • Cadastro de clientes e acompanhamento da liberação de pedidos; • Realizar o pós venda e o acompanhamento da satisfação do cliente; • Participações em feiras e eventos de vendas e de promoção da marca; • Prospecção ativa de clientes e fornecimento de consultoria especializada; • Realizar a positivação da carteira e recuperação de clientes antigos no ramo de consumo; • Realizar a gestão da carteira de clientes realizando visitas, contatos, relacionamentos e negócios; • Fazer e realizar vendas consultivas, assegurando que cada produto seja destinado à aplicação correta, garantindo segurança, economia e satisfação dos clientes.

• Close sales in a consultative, longer sales cycle, higher price point environment. • Cultivate and nurture new leads and referrals and identify client core needs. • Present company solutions, products and services to current and potential clients • Assist in the creation and delivery of creative, thoughtful and competitive responses to RFPs. • Remain current on new developments in higher education technology. • Understand changing trends and know what the competition is doing. • Act as a liaison between the client and internal teams such as implementation and support. • Attend and present at marketing events such as conferences and webinars and build relationships with clients. • Use Salesforce for account planning and updating progress. • Other duties as assigned.