• Build and establish a pipeline of new prospects from which to close new sales opportunities • Pursue sales leads and research prospects that match our service offerings • Gain understanding of specialized products, services, markets, and clients • Identify key decision makers and engage with those to introduce the IMS product and services • Perform continued follow-up activities/pipeline management to close new business • Partner with Senior Sales personnel to begin building contacts and identify sales opportunities • Engage with customers over the phone and internet (e.g., chat, email, video conferencing, etc.) to close sales • Successfully complete daily KPI expectations for prospecting, follow-up calls/emails, and other activities • Maintain high call volumes • Update prospecting pipeline through CRM (we use Salesforce!) in real time and show and manage stage progression, anticipated close date, contextual notes, and estimated deal value • Accurately forecast monthly outcomes derived from pipeline, activity, and deal specific data summation • Send proposals and process contracts through company systems • Dutifully record, process and complete customer data entry through discovery and qualification process in Salesforce