• Research and identify potential prospects for the O’Reilly Media Learning Platform by developing deep market and industry expertise • Collaborate with Sales Development Representatives (SDRs) and sales leadership to define and prioritize key industries and target organizations • Serve as the go-to expert for your assigned accounts and their industries while maintaining a thorough understanding of their challenges, goals, competitors, and industry landscape • Regularly share insights and updates with internal stakeholders to support successful deal closures and ensure a seamless first-year experience for clients. • Engage with prospects through multiple channels, including email, phone calls, online demos, and in-person meetings, to generate interest in O’Reilly Media services within the defined target companies • Lead and manage sales opportunities from first contact to close, using a consultative approach to build trust and create long-term value for clients • Drive a strong and active sales pipeline to consistently meet or exceed revenue targets • Effectively communicate O’Reilly Media’s value proposition to key decision-makers and stakeholders within prospect organizations • Follow up on trial accounts and prospects, identifying funding opportunities, customizing value propositions, and securing commitments to finalize deals. • Update and manage account and pipeline records using CRM tools such as Salesforce, ensuring accurate sales tracking • Deliver accurate sales forecasts and performance reports on a monthly basis • Engage in ongoing sales meetings and training to enhance skills and stay up to date on best practices and industry trends • Consistently achieve or exceed assigned sales quotas • Apply proven sales methodologies, such as Challenger Sales, to develop strong client relationships and close strategic deals