• Proactively identify, source, and qualify opportunities from broker books of business, client bases, and networks. • Drive consistent broker-sourced pipeline through structured outreach, referrals, joint account planning, and clear qualification standards. • Own and activate relationships with assigned broker partners, unlocking access to accounts and warm introductions. • Enable brokers on ideal customer profiles, use cases, buying triggers, and referral best practices through regular working sessions. • Partner closely with Account Executives to introduce, co-sell, and support broker-sourced opportunities with clean handoffs and strong deal context. • Act as the connective tissue between brokers and GTM teams, collaborating with Partner Managers, Channel SDRs, and Core Sales. • Maintain CRM hygiene, forecast broker-sourced pipeline, and report on broker activity, performance, and conversion trends.

• Provide dedicated direct Sales development in the field calling on foodservice operators. • Assist in sales training with our strategic distributors on our national branded portfolio. • Set up and monitor key operator fry tests and product samplings. • Build and maintain strong relationships with distributors and street sales reps. • Lead key Operator sales growth through timely lead follow-up and fry test management.

• 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

• Grow market by participating in all phases of the sales lifecycle. • Focus on growing sales opportunities for all Microsoft 3-cloud products. • Develop and manage sales cycles from lead capture to sales closure. • Make cold calls when appropriate, performing account-based marketing activities and following up on leads generated from marketing and networking. • Develop strategic account, territory and opportunity plans. • Establish and build deep relationships with Microsoft account teams to identify, qualify, co-sell and manage leads and opportunities. • Lead all sales efforts and manage communication and collaboration with team throughout the sales cycle. • Collaborate with pre-sales engineers, industry directors and leadership throughout sales efforts. • Support all marketing team activities, including the communication of and participation in webinars and events. • Build and maintain relationships in target accounts with C-level and VP business and IT leadership.