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- Own one or more customer relationships, as the point of contact for joint business plan development, sales strategy development, pitching, customer relationship growth, and opportunity sizing
- Fully own opportunities and strategic pitches, and drive activation plans independently
- Plan for and achieve revenue targets expected for the team
- Contribute to scoping of customer strategy, managing priorities related to account planning and multi-quarter pipeline
- Help identify customer business objectives and set sales strategies for specific markets and customers in collaboration with internal partners (e.g., account managers, product specialists) based on research and understanding of the customer
- Lead a key cluster/region initiative by clearly defining scope and OKRs to drive impact outside of the core
- Support multi-region and cross-product relationships and develop strategy to proactively drive customer growth
- Support inter-connectivity across sales teams, in alignment with business needs and strategies
- Ability to understand stakeholder needs through dialogue before conducting analysis and making recommendations
- Ability to utilize open, closed, and leading questioning techniques to understand underlying beliefs, motivations, and causes for behaviors, needs, and desires
- Knowledge of the customer's organization, industry, competition, and end-customers
- Ability to combine technical and financial data to differentiate and position the value of our clients products, services, and solutions to create competitive advantage
- Knowledge of internal client tools (e.g., dashboards, customer relationship management tools) that can help provide analysis and optimization insights. This includes staying up to date on the latest tools and how they can add value or uncover new opportunities with customers
- Ability to analyze and apply industry, market, and organizational information to strategies and plans
- Ability to leverage standards-based business practices to ensure materials, equipment, and technology deliver efficient and effective business outcomes
- Ability to discover opportunities to deliver expanded customer value by effectively managing the pipeline throughout the entire sales/customer lifecycle
- Ability to gain commitment to a product, service, or idea from partners, customers, and stakeholders using data and appropriate communication or storytelling methods
- Ability to use knowledge of the customer buying cycle and competitors' offerings to position and drive the business to the next level
- Ability to establish or adapt sales/partnership strategies by integrating and applying one's understanding of the customer, competitive intelligence, external trends, and data from lagging/leading metrics. This includes knowledge and application of basic sales/partnership concepts and techniques (e.g., discovery, qualifying individuals, relationship mapping, objection handling, upselling, closing, and outreach)
- Ability to interact confidently, clearly, and respectfully with others, especially senior leaders of the organization, to present/defend/clarify concerns or issues regarding an existing project, program, or solution. This includes the ability to effectively address difficult questions, handle pushback from a high-level audience, and maintain a professional demeanor while engaging in difficult or sometimes high-pressure situations
- Ability to positively influence individuals in a customer's organization who can help others make a conscious decision on the proposed product, service, or solution
