• Drive value delivery with current Gartner clients, ensuring clients maximize the value they receive from their Gartner services • Identify, cultivate, qualify and close client growth opportunities through cross-sell and upsell • Continually build a pipeline of high-quality opportunities to deliver against your sales metrics, ensuring KPI’s are met • Quota responsibility for your assigned territory • Manage complex high-revenue sales across matrix and diverse business environments • Own forecasting and account planning on a monthly/quarterly/annual basis

• Drive value delivery with current Gartner clients, ensuring clients maximize the value they receive from their Gartner services • Identify, cultivate, qualify and close client growth opportunities through cross-sell and upsell • Continually build a pipeline of high-quality opportunities to deliver against your sales metrics • Manage complex high-revenue sales across matrix and diverse business environments • Own forecasting and account planning on a monthly/quarterly/annual basis

• Own the account universe, the specifying engineers, and the design-win pipeline for your chosen industry — water/wastewater SCADA, industrial automation, or transportation/traffic/ITS/rail. • Get Falcon designed into projects, plant standards, cabinet specs, and control-panel BOMs the positions that generate durable, defensible revenue. • Develop and win named accounts in the vertical through long-cycle, technically credible selling. • Partner with engineering and marketing to define packaged solutions for your vertical (e.g., water SCADA cabinet, transit-cabinet kit) that make Falcon the easy default. • Feed vertical requirements, competitive intelligence, and lost-deal insight back to product and engineering. • Own spec-in positions and qualified design-win pipeline in your vertical, the metrics that predict revenue in a designed-in market.

• Own the full enterprise sales cycle from prospecting through close and expansion • Build and manage a pipeline of large health system opportunities • Develop relationships across clinical, operational, and executive stakeholders • Lead discovery tied to business outcomes (quality, staffing, efficiency, risk) • Run structured deal processes (MEDDICC preferred) • Drive deals forward with clear next steps, mutual action plans, and compelling events • Navigate complex procurement, IT, and implementation processes • Maintain accurate pipeline visibility and deal progression within CRM (HubSpot) • Partner with Customer Success to expand accounts post-sale • Contribute to refining sales strategy as we scale