• Own the full sales cycle, consistently hitting (and exceeding) quota and pipeline targets. • Develop and execute a regional strategy to identify high-growth opportunities and untapped markets. • Cultivate deep, symbiotic relationships with AWS Sales Leaders and Partner Managers to co-sell and maximize market share. • Partner with our Forward Deployed Engineers and Solutions Architects to solve "unsolvable" technical hurdles for prospects. • Maintain a rigorous standard for forecast accuracy in Salesforce and ensure all proposals reflect DoiT’s high-caliber brand. • Guide customers from initial curiosity to successful contract execution, ensuring a world-class onboarding experience. • Work hand-in-hand with Marketing and BDR teams to fuel demand generation, from campaign conception to post-launch analysis. • Travel with purpose (30-50%) to engage with AWS teams, attend industry events, and meet customers face-to-face.

• Act as the "CEO" of your territory, leading a cross-functional pod (Junior Sellers, Product Specialists, Client Success, and Solutions Consultants) to drive growth and retention. • Conduct deep-dive analysis into client business models to reveal latent pain points and align Bazaarvoice’s high-ROI SaaS solutions with their global business objectives. • Manage the entire lifecycle of complex, high-six and seven-figure deals—from initial prospecting and aggressive pipeline building to sophisticated contract negotiation and renewal. • Confidently demonstrate and defend the ROI of the Bazaarvoice platform, ensuring our value proposition is understood from the marketing manager level up to the CMO and CTO. • Act as a trusted advisor to your clients, staying ahead of industry trends, competitor movements, and shifts in consumer behavior to provide proactive strategic guidance.

• contact current and prospective school districts and sites to support selling the full portfolio of Follett content library and classroom, books, early childhood materials, digital content, technology platforms that support digital, efairs, as well as value added services and products. • Promote, demonstrate, and sell value of all assigned product lines and services as described by company utilizing a shared Outside/Inside sales model. • Focus selling efforts primarily on district level contacts and partner with inside sales team on site based selling. • Meet established requirements of sales dollars, sales development and increases and other relevancies to the position. • Monitor voice mail and e-mail daily and company correspondence and respond appropriately. • Attend and participate in local, regional and national exhibits, webinars, trade shows and sales meetings as scheduled. • Liaison and maintain communication with sales support groups within the company, library service consultants, technical support, curriculum alignment, sales management and other internal departments to respond to inquiries and to follow-up as needed. • Manage your assigned territory with appropriate input into the existing CRM tool as well as call plans, daily/weekly itinerary and current company databases. • Review and be knowledgeable on all promotional materials, catalogs and customer facing marketing collateral in order to present knowledgeably on sales calls and advance the sale. • Research internet information regarding school districts, grants, programs, initiatives and other relevant information.

• Active prospecting and development of new clients • Account management and commercial relationship building • Conducting client visits and strategic negotiations • Closing contracts and expanding business • Ensuring excellence in the customer experience