Segment and Success Metrics: Success is measured by net-new revenue contribution; workload adoption and expansion across the assigned portfolio. Collaborates with team members to discover new opportunities. Collaborates with account teams, partners, or services to track, qualify, and expand new opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Contributes to the development of solutions in collaboration with internal teams, partners, and services. Collaborates with account teams (e.g., Account Executives) to identify and engage senior business subject matter decision makers at the customer's/partner's business. Implements strategies to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Implements close plans (e.g., how to map timeline, engage the customer, get customer buy in and commitment) to de-risk and drive predictable deal closure. Collaborates with stakeholders and resources and leverages customer insights or industry knowledge. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation. Manages and/or orchestrates sales and delivery success through the account team and pursuit team. Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business. Manages the end-to-end business of the assigned territory. Proactively provides analysis of the competitive landscape in supported solution area. Evaluates opportunities and makes recommendations on pursuit or withdrawal. Technology-related sales or account management experience. OR Bachelor's/Master's Degree in Information Technology, Business Administration, or related field AND technology-related sales or account management experience. Solution sales or consulting services sales experience.
