• Utilizing marketing resources to create/manage a high-volume sales pipeline • Working closely with sales engineers, internal support resources and channel partners to ensure consultative engagement with prospects • Farming the existing customer account with the upsell or cross-sell of new products/solution • Planning and executing on new customer acquisition within territory expertise • Recording customer development activities within a CRM to ensure operational excellence • Communicating effectively with all levels of prospective buyers (including executives) and internally at Akamai

• Taking ownership of a revenue plan to grow your existing customer base through identifying and selling additional software and services • Identifying, developing and closing new business with Akamai customers through successful engagements and relationship building • Delivering joint value proposition through in-person meetings, conference calls, sales activities, training's and other events • Being a trusted advisor to our customers and leading the integrated account team to deliver success • Championing and maintaining trusted high-level relationships with customers and field teams through business understanding and knowledge

• Prospecting in segments defined by management (Key Accounts) • Conducting presentation meetings generated by the SDR team and managing subsequent steps in the process, such as Commercial Proposals, Negotiation, and deal closing • Meeting sales and productivity targets set by management • Market mapping • Managing opportunities (sales funnel) and maintaining productivity in the CRM • Analyzing performance indicators for your area and periodically presenting forecasts

• Actively seek out sales opportunities in collaboration with peer Sales teams, Inside Sales, and Partnerships to generate qualified sales pipeline • Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform • Skillfully address customer objections - removing obstacles - and finding solutions to various client challenges • Lead the sales process naturally - guiding it to a close by effectively showcasing Workiva's value proposition • Regularly and promptly update customer relationship management tools to report customer contacts • Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales • Develop and execute a sales strategy with purposeful action to secure the sale • Rally internal support to pursue an account and optimize internal resources • Prioritize selling activities and ensure timely follow-through • Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset