• Drive the full sales cycle for enterprise accounts by building strong, trust-based relationships with district stakeholders. • Develop and execute a comprehensive territory plan for new sales, renewals, and services to expand the market footprint and achieve sales targets. • Leverage data to build, monitor, and continually refine territory forecasts in collaboration with sales leadership. • Continuously assess the competitive landscape by gathering market intelligence and have a deep understanding of unique district priorities. • Build strong, influential relationships with key stakeholders by conducting regular in-person district visits, participating in regional events, and supporting implementations. • Maintain regular check-ins with districts to support successful implementations and facilitate connections to implementation resources.

• Formulating and executing a new business and expansion sales strategy within your assigned territory • Identifying, qualifying, and managing sales opportunities within complex enterprises • Building strong, multi-threaded account relationships with CXO, VP level contacts resulting in new business acquisition and expansion growth • Working closely with our partner and channel teams to generate opportunities and maximize deal sizes • Managing the entire sales cycle while collaborating internally with cross functional teams which include Sales Development Representatives, Solutions Architects, Customer Success, Partner/Channel, Legal, and Finance

• Align with the company's strategic objectives, handle and grow revenue and market share at designated Enterprise accounts to improve customer success at all levels in the customer organization. • Develop and deliver business plans to address customer and prospect priorities and critical needs. • Convey public and acquired intelligence about customer technology footprints, strategic growth plans, technology strategies and competitive landscape and trends • Introduce domain product and service experts/specialists while maintaining account oversight. • Own account relationships and drive overall customer success for these assigned accounts. • Build consensus and develop relationships at multiple levels – executive sponsors, influencers and decision makers. • Lead large scale transactions to close large scale deals. • Build pipeline, forecast business, lead the internal team, communicate key updates and competitive intelligence. • Exceed quarterly and annual new and expansion software subscription, renewals, professional service and training business goals.

• Exceed assigned revenue and profit goals quarterly and against an annual goal. • Establish relationships with customers, and vendors while creating opportunities in assigned region(s) as well as new markets when required. • Manage and report out a weekly pipeline of sales opportunities, quotes, and orders. • Develop requirements with customers for future bids and contract quotations for equipment and services provided by the company. • Travel to client locations and attend symposiums, conferences, trade shows and exhibitions, and conduct vendor ride-alongs, to cultivate sales opportunities. • Actively develop competitive and customer intelligence: Communicate market intelligence, opportunities, and threats to the company. • Provide price quotations and establish proper credit or contract terms, warranties, and delivery dates • Learn and utilize internal CRM and ERP systems for processing quotes and orders. • Assist Inside Sales in data entry with generating quotes for customers, as well as work on identifying optimal and available funding opportunities. • Recommend products to customers, based on customers' needs and interests. • Perform administrative duties, such as preparing reports, keeping sales records, and filing expense account reports according to corporate deadlines. • Collaborate with potential customer professionals in product development, improvements, modifications, or changes that could enhance its overall performance. • Accurately process quotes that have been received either in writing, electronically, or by phone. • Develop a marketing strategy to create sales leads for new contacts within the existing region. • Implement an inside/outside team approach for sales, territory/customer strategy, vendor relations, and dealer of record.