• 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

• Manage and expand some of our most important ISV customer accounts. • Develop, drive, and execute account strategy to consistently deliver strong revenue, gross margin, and gross profit results. • Partner closely with other Twilio teams to identify new revenue opportunities within your ISV account portfolio. • Serve on a cross-functional account team with representatives from product, finance, support, and services teams. • Run a disciplined forecast, consistently achieve goals, and present guidance to executive management. • Run highly consultative sales cycles with our largest customers with a focus on deep discovery, listening to customer needs and being an effective champion for their point of view in the organization. • Generate and maintain an accurate sales pipeline and forecast utilizing our CRM, Salesforce.