• Develop a comprehensive plan for achieving assigned quotas within a fiscal period, incorporating Territory Planning, Account Planning, and Close/Win Planning. • Regularly update and maintain planning tools to facilitate cross-functional discussions, deal reviews, and engagement with Executives. • Efficiently manage your time and calendar to ensure the completion of essential tasks and responsibilities. • Recognize expectations and proactively address any obstacles that may hinder meeting those expectations, communicating with your manager as needed. • Assess opportunities in the pipeline to derive accurate forecasts for a given time period, ensuring forecasts are within a 10% +/- margin at week 8 forecast. • Identify the correct buyers for Cyara's solutions and services. • Execute company campaigns, meet outbound call and email targets with high-quality leads that can be converted into opportunities. • Possess a deep understanding of the value provided by Cyara solutions and services. • Articulate the value proposition of Cyara as a company, emphasizing its competitive advantages. • Recognize negotiation opportunities and effectively use trading and bargaining techniques with customers to achieve mutually beneficial outcomes. • Appropriately leverage discounts and promotions as economic levers during negotiations. • Demonstrate the ability to overcome obstacles and secure contract agreements and purchase orders. • Exhibit in-depth knowledge, accuracy, and skill in positioning Cyara as a company and its solutions. • Understand relevant competitors, their strategies, and how Cyara compares. • Address competitor advantages raised by buyers and successfully sell against competitors.