- Source and qualify new business opportunities that fit our ICP.
- Develop roughly 30% of your annual book of business.
- Advance inbound and partner generated opportunities.
- Maintain appropriate pipeline hygiene and coverage.
- Develop relationships with multiple buying personas within the account.
- Construct a compelling business case and connect prospect business objectives to the Ketch solution.
- Conduct effective account discovery using MEDDPICC throughout the sales cycle.
- Develop pitch and proposal material and handle objections.
- Document activities in Salesforce.
- Align high-level functional and technical product demonstrations to customer needs.
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