• Championing Akamai's Cloud Computing vision and value proposition with Customers, Partners and internal Akamai stakeholders • Developing a strategic sales plan that encompasses market development, partnerships, and product development • Leading customer engagements that differentiate Akamai's services at all levels within enterprise customers • Collaborating with Akamai Sales and Pre-Sales leaders to develop and execute opportunity plans for large enterprise clients • Developing deep understanding of the Cloud Computing, product development & go-to-market initiatives to lead in Cloud Computing

• Bring in new business to attain revenue targets using self-sourcing techniques. • Self-source prospects who will convert to customers using internal databases, creative online searches, self-created cadences and marketing campaigns, referrals and other means. • Qualify prospects and sell ShipBob’s value propositions to bring in new business that is operationally fit for ShipBob. • Connect with potential customers, both self-sourced and pre-vetted by the Business Development or Partnerships team, to determine a mutual fit. • Move customers efficiently through the sales process, ensuring all expectations are properly set and understood. • Negotiate pricing, contract terms and general partnership agreements. • Have a thorough understanding of both our tech offerings and Operational capabilities. • Maintain an updated, clean and thorough pipeline to ensure proper forecasting as well as up to date CRM notes so account status is clear. • Give feedback to management to continue to improve the sales process and Merchant experience. • Ensure proper handoff to the post sales team. • Identify local nuances and help improve processes, tools and documentation. • Additional duties and responsibilities as necessary.

• Drive sales performance within the assigned geography utilizing solution selling and territory management • Meet and exceed overall sales objectives (quota) • Successfully launch new product and service offerings • Build effective relationships with and service all targeted hospitals / personnel • Conduct quarterly business reviews with Inside and Digital Sales Manager

• Meet and exceed overall sales objectives (quota) both overall and for key growth products within the assigned geography • Successfully launch new product and service offerings • Effectively balance a broad portfolio to ensure sales opportunities to achieve territory and business needs • Demonstrate success in other key sales metrics such as growth rates, improving the overall health of the business. • Develop and execute an annual Territory Business Plan that leverages industry insights, territory SWOT analysis, strategies, and tactics