• Driving new business from new and existing target accounts in State and Local Government Departments and Agencies, Higher Education and School Districts • Build and execute territory plans with Quarterly and Annual Business Reviews (QBRs) • Build and advance near-term and long-term qualified pipeline • Selling into various stakeholders: IT side and Business side C-level engagements • Quarterbacking the extended team on opportunities including pre-sales, partners, executive management, and customer success • Management of all contact activities, including prospecting, pipeline development, forecasting, negotiating, pricing, and closing and executing contracts • Perform bi-weekly meetings with the territory Sales Engineers and Professional Services Engineers to assess the status of all existing accounts, and to expedite the roll-out and up-sale/cross-sale processes • Collaborate with and engage the right CyberArk technical experts to provide an accurate and compelling story on our products’ strengths and capabilities to win deals • Cultivate and manage relationships with partners and alliances

• Build pipeline • Prospect into target accounts you help define and prioritize based on market signal, policy shifts, and buyer readiness. • Run personalized, multichannel outreach (email, phone, LinkedIn, events) grounded in account-level research • Lead structured discovery calls, surface pain points, priorities, workflows, and decision chains • Tailor product demonstrations to the specific buyer, workflow, and use case. • Own proposals, pricing, and deal terms independently • Prioritize target accounts and sub-segments across your territory using market signal and policy intelligence.

• Drive a prescriptive sales process and manage a defined sales territory (e.g., identify, develop, and close new business opportunities). • Prospect for new clients through email campaigns, networking, cold calling, and other strategies. • Engage in all qualified leads/opportunities assigned from a variety of teams. • Nurture prospects and current customers; cross-sell and upsell existing subscribers. • Maintain a rolling 90-day pipeline to meet or exceed ARR quota. • Collaborate with an account team to understand and leverage existing SPS relationships while cultivating a culture that grows together. • Maintain customer satisfaction; respond to customers in a timely manner; ensure proper alignment with Customer Success. • Document key findings, progress, insights, and pipeline velocity in Salesforce.com. • This position requires approximately 10-20% travel.

Role Description Join Vonage and help us innovate cloud communications for businesses worldwide! The Salesforce Alliances team drives pipeline and sales revenue to Vonage from Salesforce's selling teams. We are looking to hire an individual who is experienced working in the Salesforce ecosystem or has partner management or alliances experience. What you will do: - Drive Vonage's Salesforce referral business for the region. - Actively develop and nurture relationships with Salesforce and Salesforce's ecosystem partners. - Align Vonage's sales team with their Salesforce counterparts on pipeline development and active opportunities. - Successfully position Vonage within Salesforce as the number one communications partner – responsible for all aspects relating to this i.e. exec alignment, activities with RVPs and all Sales and Sales Engineering teams. - Own and execute field events with Salesforce and SI partners including partner facing and customer facing events. - Nurture and maintain strong positive working relationships cross-functionally within Vonage and with partner account teams and senior-level executives. - Establish regular interlocks across internal and partner resources on alliance strategy, milestones and projected results. - Drive Vonage's Salesforce and other partner go-to-market strategies within the region. - Develop and deliver training / education for Sales, Product, Professional Services, Customer Support and other departments on Salesforce and the Salesforce ecosystem. - Promote the Vonage brand and partnership value with customers, with industry contacts and at relevant industry events. - Manage business and technical escalations and communicate with stakeholders to maintain momentum and ensure success. - Execute against established relationship / sales / revenue goals. - Recommend and support implementation of recommendations to streamline, enhance and make Alliance Partnership Management more efficient and effective. Qualifications - Desire to be successful and willingness to get the job done. - Excellent communication skills, including writing, speaking and listening. - Ability to tailor communication approach to specific situations and audiences. - Ability to apply analytical skills to evaluate and interpret complex sales, marketing, relationship and associated process-related situations. - Ability to form relationships and communicate effectively with executive-level decision makers. Requirements - Bachelor’s Degree in Sales, Marketing, Business or related discipline. - Strong prior experience in an Alliance Partner Management or related role. - Experience in finding, recruiting and on-boarding new partners. - Experience working in the Salesforce ecosystem. Benefits - Exciting work and career advancement opportunities. - Collaborative work environment. - Competitive pay and benefits including unlimited discretionary time off and tuition reimbursement. - This position is also eligible for commission. Company Description Vonage is a global cloud communications leader. Your talent will further help brands - such as Airbnb, Viber, WhatsApp, and Snapchat - accelerate their digital transformation through our fully programmable-based unified communications, contact center solutions, and communications APIs.