• Foster a strong partnership with the Account Executives, passing qualified opportunities to the field rep to move the sales cycle forward • Meet sales activities/KPIs: dials, calls, follow-ups, and meetings • Determine customer requirements and clearly articulate products, features, and benefits that provide relevant value • Maintain accurate details of activity within the CRM, and accurately categorize disposition of leads and target contacts • Perform effective research in the initial development and ongoing maintenance of account lists • Establish a record of accomplishment of driving extraordinary revenue results with big name accounts and a product that solves real work problems with a strong, documentable ROI • Build and manage strategic list of products • Schedule high value meetings with target personas at ICP companies