• Responsible for directing strategy for large, strategic accounts including driving and coordinating executed selling and relationship activities • Responsible for detailed understanding of large account client business strategy, drivers, goals and initiatives and translating these into Gartner selling opportunities • Establish and maintain executive relationships with clients to become the trusted advisor • Account management with outcome of increased customer satisfaction and increase in retention & account growth • Quota responsibility aligned to a specific strategic accounts • Mastery and consistent execution of Gartner’s internal sales methodology • Proficient in large account planning and understanding of territory management • Manage forecast accuracy on a monthly/quarterly/annual basis • Maintain competitive knowledge & focus • Fiscal responsibility with regards to expense management • In-depth knowledge of Gartner’s products and services

• Proactively engage Dropbox trial users through phone, email, and digital channels to provide a personalized, high-touch customer experience throughout the trial lifecycle. • Drive trial-to-paid conversion by understanding customer goals, identifying use cases, addressing objections, and guiding customers toward the best Dropbox solution for their business. • Build relationships with trial customers by providing consultative support, answering product questions, and removing barriers to adoption. • Partner closely with Sales to identify high-potential trial accounts, coordinate engagement strategies, and accelerate purchase decisions. • Monitor trial engagement signals and prioritize outreach based on customer activity and likelihood to convert. • Share customer insights and feedback with cross-functional teams to improve the trial experience and increase overall conversion rates. • Consistently achieve trial conversion, customer engagement, and productivity goals while delivering an exceptional customer experience. • Constantly strive to improve, proactively seeking coaching and guidance from peers and managers. • Execute sales campaigns using various tactics including calling and emailing existing client customers. • Leverage CRM and sales engagement tools (Salesforce, Outreach) to document customer interactions, maintain accurate pipeline data, and ensure timely follow-up. • Adhere to daily, weekly, and monthly KPIs, maintaining high energy and flexibility in a fast-paced, constantly evolving team environment. • Expertly serve as a product and service advocate for the client, building interest and awareness of the value proposition and assessing mutual fit. • Learn quickly and maintain current, comprehensive knowledge of client’s products and services. • Utilize tech platforms effectively: Outreach, Salesforce, Power BI, Slack, Calendar, Gmail, and Outlook. • Other duties as assigned.

• Drive sales growth through proactive outreach, relationship building, and strategic sales tactics. • Deliver a positive customer experience using the SailPoint sales model while maximizing revenue in target accounts. • Work with a team of field sales counterparts (Outside Account Executive, SEs, Channel Partners, etc.) to find new accounts and cross-sell into existing SailPoint accounts. • Understand digital sales techniques and communicate effectively.

• Own and prioritize a complex book of business selling 2F Game Warden to independent software vendors (ISVs) and technology companies pursuing DoW, IC, and federal civilian markets—allocating your time and resources across accounts to hit team objectives. • Run full-cycle sales—from prospecting and discovery through technical validation, procurement, negotiation, and close—without heavy hand-holding. • Build and manage a healthy pipeline through proactive outbound prospecting, not just inbound leads, consistently exceeding pipeline generation targets. • Clearly articulate how 2F Game Warden accelerates DoW Impact Level and FedRAMP accreditation/certification to both technical buyers (engineering, security) and executive decision-makers. • Navigate multi-stakeholder deal cycles involving procurement, security, compliance, and executive sponsors on the customer side, building relationships up to the VP/C-suite level when needed to keep deals moving. • Partner with solutions engineers to run tailored product demos and technical validation sessions that move deals forward. • Keep an accurate, up-to-date forecast in the CRM and communicate deal status and risk clearly to sales leadership. • Partner with marketing and business development to convert campaigns and warm intros into qualified pipeline. • Help shape sales methodology, messaging, and playbooks for the commercial team based on what you're seeing win (and lose) in the field. • Negotiate contracts and pricing, working with legal and deal desk to close on terms that work for both sides. • Bring an ecosystem-first instinct: build relationships with cloud and channel partners like AWS, Google Cloud, and Carahsoft to source and close deals together.