• Manage complex, high-value accounts within large enterprise segments. • Develop and influence C-level relationships, becoming a trusted advisor to executive stakeholders. • Represent Omnissa’s full SaaS portfolio—including Workspace ONE and Horizon—using a consultative, value-driven sales approach. • Identify and close new business, expand existing accounts, and drive long-term customer success and satisfaction. • Showcase expert negotiation and closing skills to win complex, high-value deals. • Demonstrate strategic account planning and pipeline management, maintaining a clear, data-driven view of forecasts in Salesforce (SFDC). • Collaborate cross-functionally with Pre-Sales, Customer Success, Professional Services, Marketing, and Partner teams to deliver exceptional outcomes. • Stay ahead of End User Computing (EUC) trends and competitive landscape to position innovative solutions. • Participate in industry events, customer meetings, and regional activities to expand influence and market presence.

• Collaborating with customers, Customer Value Managers (CVMs), and internal teams to identify cross-sell opportunities aligned with customer business objectives • Developing and executing on an account development strategy to establish Coupa as the leading Total Spend Management platform • Creating an account penetration model that enables multi-angle access to key stakeholders within the customer organization • Crafting value messaging targeted towards the chief economic buyer in target accounts, aligning with their specific needs and challenges. • Partnering with supporting functions such as CVMs, Value Solutions Consultants, and Customer Support to enhance Coupa's brand presence in assigned accounts.

• 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

• Prospect and engage travel agencies and tour operators in Latin America. • Develop relationships with partners in the U.S. • Conduct initial outreach following structured scripts and cadences. • Perform market research and qualify leads according to defined criteria. • Update records and log interactions in the CRM. • Support the commercial team in meetings, follow-ups, and opportunity analysis. • Participate in weekly performance and alignment meetings.