• 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.

Role Description You will have the responsibility in a named account environment generating revenue growth and managing Credit Union client relationships. - Develop close alliances with senior client management personnel. - Offer recommendations through formal sales presentations and written proposals. - Negotiate annual and individual pricing contracts and agreements. - Be a strategic partner and primary contact for each client. - Help clients use data, analytics, software, and technology solutions for lending, risk management, fraud prevention, and member engagement. - Communicate effectively to grasp concepts quickly and share industry knowledge. - Collaborate with members across different teams, balancing priorities. - Understand customer perspectives and promote their voice to improve Experian's solutions. - Develop forecasts, advance pipeline, and ensure delivery of solutions. - Identify new ways to grow the business and expand current partnerships. - Challenge yourself with different opportunities and prioritize accountability. - Report to the Vice President of Sales. - Located in the Southern California region. Qualifications - Bachelor's Degree or relevant work experience. - 5+ years of successful financial services experience with experience overachieving selling complex solutions. - Experience managing a portfolio of 25+ accounts. - Demonstrated experience uncovering sales opportunities for marketing, risk, analytic, fraud, and software solutions within financial services. - Experience with risk management challenges and growth demands within the credit union or banking industry. - Understanding of customer priorities and plans designed to deliver revenue and profit expectations. - Ability to travel up to 50%. Benefits - Great compensation package and incentive plan. - Core benefits including full medical, dental, vision, and matching 401K. - Fully remote environment. - Flexible time off including volunteer time off, vacation, sick, and 12-paid holidays.

• Identifying and pursuing new business opportunities within specific verticals or territories • Moving beyond pitching features to act as a trusted advisor • Navigating large organizations by building relationships across different "silos" • Leading the development of compelling proposals and negotiating detailed contracts • Maintaining precise records in CRM systems • Consistently meeting or surpassing quarterly and annual revenue objectives • Maintaining a robust sales funnel • Mastering a repeatable sales process • Partnering with marketing to refine lead quality • Senior executives often mentor junior team members