- Develop and maintain sales goals for the assigned territory.
- Prospect, qualify, and close new business while retaining existing business.
- Prepare and deliver proposals, quotes, demos, and presentations with team members and functional groups.
- Maintain client relationships, participate in site visits, and work to resolve potential problems.
- Collaborate with operations to evaluate account performance and improve proposals, performance metrics, and forecasting.
- Keep Salesforce and account profiles current and report proposal, pipeline, and negotiation status to senior management.
- Serve as executive sponsor for assigned strategic target accounts and lead economic-buyer relationships through contract signature.
- Build account strategies and Mutual Action Plans with AEs, lead strategic deal reviews and negotiations, and coordinate executive involvement and resources.
- Partner with Field Operations, implementation, and technology teams to prepare launches and transition day-to-day account management to the AE.
- Coach and mentor AEs in account research, executive engagement, objection handling, and negotiation.
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