•	Work with the delivery & technology leadership and partner channel organizations to develop and execute a territory business plan with targeted sales strategies, resulting in a robust pipeline.
•	Develop and deliver a comprehensive business plan to address customer and prospect priorities and pain points.
•	Partner with general managers, technical pre-sales and delivery organizations to define solutions, deliver proposals or RFP responses, steer deal negotiations and close business.
•	Introduce domain product and service experts/specialists while maintaining account oversight.
•	Own account relationships and drive overall customer satisfaction for assigned accounts.
•	Farm existing accounts to acquire new or additional opportunities.
•	Cultivate and maintain executive relationships with customers, act as a trusted advisor, and influence their cloud strategies & initiatives.
•	Forecast revenue, articulate account updates and update management and marketing on competitive intelligence.