• Identify, target, and close high-value enterprise accounts • Manage the entire sales process from outreach to negotiations • Build and maintain a rolling pipeline equaling 5x your quota • Deliver compelling, value-based demonstrations to executives • Develop strategies to unseat competitors

• Identify, prospect, and develop relationships with key decision-makers at credit unions within the assigned territory. • Leverage your existing professional network to generate leads, introductions, and pipeline opportunities. • Own the full sales cycle from lead generation through contract negotiation and closing of new business. • Meet and exceed ambitious annual sales and revenue targets (**Uncapped Commission**). • Conduct effective product presentations and solution demos for executive and technical audiences within credit unions. • Stay current on market trends, regulatory changes, and competitor activity specific to digital banking and card processing in the U.S. • Collaborate closely with pre-sales solutions architects and implementation teams to ensure successful hand-off and customer onboarding. • Maintain detailed pipeline and activity reporting in CRM.

• Develop and execute a strategic and comprehensive business plan for your territory, including identifying core customers, mapping the benefits of Cloudera’s solutions to the business requirements. • Demonstrate a proven ability to excel at complex, consultative solution selling. • Serve as a strategic trusted advisor to key decision-makers across your assigned agencies and subcomponents, driving adoption of Cloudera's Data and Analytics platform. • Strive to understand the customer’s organizational structure and work to achieve alignment. • Drive new business in greenfield accounts at the C-suite level or equivalent. • Ensure accurate forecasting, pipeline creation, regular quarterly revenue delivery, and facilitation of sales enablement and regulate the implementation of agreed account and business plans. • Coach & collaborate with partners, accessing resources within Cloudera to support them on specific opportunities, with the goal of building capacity to meet customers’ demand for Cloudera-related services and skills. • Develop detailed sales/marketing plans and sales forecasts. • Manage time and workflow and create effective call plans. • Monitor competition and respond immediately and appropriately. • Leverage existing relationships to build an exhaustive network and generate prolific referrals.

• Responsible for growing and managing sales pipeline and closing sales to consistently meet and exceed monthly, quarterly, and annual ARR sales quota. • Perform outbound prospecting to target accounts with the goal to grow pipeline and close new logo sales. • Follow-up on and progress Sales Development Marketing Qualified Leads to convert to pipeline opportunities. • Provide Sales Demonstrations to articulate Veracross value across school departments targeting buyer personas. Work closely with Sales Engineers to provide product demonstrations to schools. • Build a trusted rapport with prospects by helping them identify their challenges and demonstrating how Veracross can be the strategic solution for their needs. • Manage contacts, leads and opportunities through a defined sales process in Salesforce.com. • Responsible for documentation of all sales-related information and activity with detailed notes on client interactions in Salesforce.com allowing for accuracy of pipeline and forecast opportunities. • Work collaboratively with North America sales team members, Marketing, Client Experience and Product Management. • Be a visible team player, bringing clear thinking, strategies, and ideas that align to our values and culture. • Learn and maintain relevant domain knowledge to have meaningful conversations with partners and schools. • Collaborate with sales, marketing, sales operations, and finance to identify ways to decrease the sales cycle, increase sales velocity, and maximize bookings within the Western United States. • Provide feedback to company management on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to clients by extending company offerings.