• Develop pipeline through prospecting, meetings, conferences/events, calls, and email • Close net new business to drive revenue growth for Alpaca’s B2B business across Asia-Pacific • Identify and qualify new business opportunities within the industry as well as nurture potential customer accounts to develop relationships • Gain a deep understanding of our product offerings in order to communicate our value proposition to prospects. • Ability to listen to and interpret customer requirements, build knowledge of customer challenges, and present solutions that directly apply to customer needs • Create and deliver sales presentations • Measure the outcomes of different messaging and contact approaches and adapt to continuously improve results • Provide sales analysis and insight, accurate and timely data within the Sales CRM system, as well as accurate forecasting • Communicate cross-functionally within the whole company, especially with our Integration, Marketing, and Success teams

• Maintain and expand relationships with strategically important large customers • Represent the entire range of company products and services to assigned customers • Lead the customer account planning cycle and ensure assigned customers' long-term needs and expectations are met • Proactively lead a joint company - strategic account planning process that develops mutual performance objectives, financial targets and critical milestones • Articulate solution business value to customers • Gather market information from multiple sources, to analyze competition and consumer/market trends • Achieves strategic customer objectives defined by company management • Closely coordinate company executive involvement with customer management

• Drive value delivery with current Gartner clients • Identify, cultivate, qualify and close client growth opportunities • Build a pipeline of high-quality opportunities • Manage complex high-revenue sales • Own forecasting and account planning

• Drive value delivery with current Gartner clients, ensuring clients maximize the value they receive from their Gartner services • Identify, cultivate, qualify and close client growth opportunities through cross-sell and upsell • Continually build a pipeline of high-quality opportunities to deliver against your sales metrics, ensuring KPI’s are met. • Quota responsibility for your assigned territory. • Manage complex high-revenue sales across matrix and diverse business environments. • Own forecasting and account planning on a monthly/quarterly/annual basis.