• Own and grow a portfolio of key managed accounts (VARs, MSPs, GSIs, enterprise customers) • Develop and execute account plans aligned to revenue, profitability, and growth targets • Build strong, multi-level relationships across customer organisations • Lead commercial negotiations and contract discussions with key partners • Act as the senior escalation point, ensuring a high-quality customer experience • Identify opportunities to expand adoption of strategic platforms and solutions • Run regular business reviews, using data to drive performance and growth conversations • Collaborate cross-functionally with sales, vendor, and specialist teams • Maintain accurate forecasting and pipeline management in CRM systems • Represent the business in customer engagements, meetings, and industry events

• Prospecting and managing the full sales cycle • Closing business in a variety of enterprise corporate accounts and law firms • Generating leads to create a pipeline of opportunities and manage the pipeline with the account team • Collaborating cross-functionally to secure new business and provide input on development of marketing plans and programs • Identifying business issues within client and prospect accounts to understand solution fit • Achieving monthly, quarterly, annual sales goals and sales KPIs • Managing multiple complex sales processes simultaneously • Acting as a consultant to identify and quantify customer objectives and offer solutions through our products

• Developing and managing relationships within our ESMB segment focusing on customers in west India • Managing complex sales-cycles and presenting to C-level executives the value of our enterprise suite of applications • Forecast sales activity and revenue achievement in Salesforce, while creating satisfied and reference-able customers • Demonstrating our product via the Web

• Expanding relationships with existing customers across all verticals. • Prospecting for net new accounts, greenfield building, and developing relationships with existing customers. • Maintain an active deal pipeline and ideal quota coverage in your territory. • Managing and creating demand for expansion on existing customers to widen the footprint of Collibra within these accounts. • Managing complex deal cycles, from lead origination to stakeholder mapping, through negotiation to close and expansion. • Successfully collaborating with customers, partners, and peers in a consultative sales process where you will identify value and ROI to support customer’s needs. • Reliable, accurate forecasting, with Salesforce updates reflective of real-time activity.