• Building & executing territory plans. Developing ecosystem of partners, consultants and influencers • Articulating Akamai's value proposition to C-Level executives and corporate decision makers • Developing a strategic sales plan to create/manage a high-volume sales pipeline through successful execution • Working within integrated partnerships with sales engineers to ensure consultative engagement with prospects and customers • Managing contract negotiations to ensure customer satisfaction and adoption of Akamai technologies

• Developing the assigned territory and acquiring new customers. • Maximizing new bookings, logos via a combination of assigned target list & business development. • Building & executing territory plans. Developing ecosystem of partners, consultants and influencers. • Articulating Akamai's value proposition to C-Level executives and corporate decision makers. • Developing a strategic sales plan to create/manage a high-volume sales pipeline through successful execution. • Working within integrated partnerships with sales engineers to ensure consultative engagement with prospects and customers. • Managing contract negotiations to ensure customer satisfaction and adoption of Akamai technologies.

• Develop, long-term and influential business relationships within assigned accounts, communicating at all levels (internally and externally) including C-level to understand their goals and desired business outcomes • Identify important contacts within assigned accounts, including decision-makers, champions, and influencers • Be a trusted advisor to your accounts, identifying and communicating business values that link the XYZ solution to your customers biggest pains and issues • Manage accounts through entire sales process; from business development, prospecting, and specifications through contract negotiations, signing, and post-sales support • Work with the extended revenue team (marketing, revenue operations, sdr) to develop and implement account plans and sales strategies that create engagement & trust with accounts • Establish action plans for addressing account challenges and review and share action items to further address issues • Plan, forecast and implement revenue sales strategies that build pipeline and achieve targets • Use salesforce.com to update and maintain all account activity and opportunities with an emphasis on next steps

• Build strong relationships with independent hotels and groups through calls, emails, and compelling demos. • Become a voice for Triptease in the NORAM market — outbound prospecting and brand-building. • Own your territory: Create and execute smart engagement strategies and cadences. • Leverage tools (like Salesforce, Outreach, Apollo, Clay) and experiment with AI-driven outreach to personalize and scale faster. • Pitch, negotiate and close — tailoring solutions that help hotels win. • Craft strategic proposals based on performance data, marketing pain points, and competitive insights.