• Execute full-cycle sales including territory planning, pipeline generation, and progressing sales opportunities to close – we are in search of dynamic and ambitious sales achievers who can build a viable pipeline – this role has a 90% net new business target. • Exceed annual sales targets of >$1M • Expanding new business opportunities in existing + new customer accounts within your assigned territory to meet and/or exceed quarterly/annual quota with 10% of your focus on expansion selling • Collaborate with CCOs, CAOs, CFOs, CIOs, CTOs, EVPs, and SVPs to develop tailored solutions that meet their specific needs. • Identify prospective customer's pain points, educate them on Optro’s value, highlight our differentiators, effectively demo the product via video conference/onsite, and guide prospects through the sales process with 25%-30% travel, including client and partner meetings as well as events and conferences. • Co-create a solution and business case to enable stakeholders across the business to advocate for and adopt Optro into their organization. • Work closely with SDRs/BDRs and Product Solutions to achieve sales goals and partner with the Implementation and Customer Success teams to support and set customer expectations. • Develop and implement sales strategies aligned to goals and targets by leveraging MEDDICC sales methodology. • Collaborate with channel partners to tackle strategic opportunities.

• Be responsible for developing and maintaining relationships with existing customers with a focus on upselling via deal management • Perform account planning for assigned accounts, coordinating with pre-sales and other resources to ensure strategic alignment • Drive strategic add-on and renewal business of Workday solutions within Major Account customers • Coordinate cross functionally with Workday’s internal teams (pre-sales, digital, value & bid-management, marketing, technical and sales support)

• Prospect, develop, and close new business opportunities across assigned accounts • Lead client meetings, presentations, and negotiations with senior decision-makers • Build a strategic territory and account growth plan • Develop tailored, integrated proposals that clearly communicate value and ROI • Stay ahead of competitors and industry trends in an evolving digital landscape • Share client insights to inform product development and go-to-market strategies • Manage and grow revenue across SmartBrief IT, ITPro, and ActualTech Media, with a focus on new business development and account expansion • Build and manage relationships with B2B technology brands and media agencies, positioning yourself as a trusted advisor • Develop and close integrated marketing programs, including webinars, content syndication, lead generation, and sponsorships • Create compelling, insight-driven sales presentations and proposals tailored to client goals • Maintain a pipeline, achieving revenue targets • Identify market trends and customer needs to uncover new revenue opportunities within important IT categories • Represent the business at industry events, trade shows, and client meetings to build brand presence and produce leads • Partner with marketing, product, and delivery teams to ensure successful campaign execution and client satisfaction

• Lead Medline’s Sales efforts within a select group of major accounts • Provide consultative approach in partnership with field sales • Responsible for maintaining existing business and growing market share • Develop and execute a vision and account strategy for growth • Create consultative relationships with key decision-makers • Collaborate with Medline Field Sales team to promote sales goals • Manage account program costs while maximizing sales • Monitor and measure progress against budget