• Own and drive strategic client prospecting, key presentations, negotiations, contract development and product solutions with key stakeholders and executives, ensuring all deliverable milestones are met to win new logos and support company revenue goals. • Create, maintain, and execute creative and applicable account penetration strategies for top tier account assignments and targets. • Consistently conduct high-touch, strategic prospecting efforts in collaboration with ABM campaign programs and Sales Development Representative activities. • Create sales pipelines through best-practice, disciplined networking, prospecting, discovery, and qualification techniques. • Be accountable to produce self-sourced first meetings (in addition to those generated for you through Demand Generation programs) in order to generate sufficient pipeline coverage for sales quota target. • Document and regularly maintain sales opportunity data and provide accurate sales forecasting • Manage the full sales cycle from lead to close including choregraphing the proper use of Skillable assets and cross-functional resources • Work closely with the Vice President of Sales and broader sales organization to develop sales strategy, monitor and analyze KPIs, and beat organizational revenue goals as a team • Serve as a trusted advisor to understand your prospects’ desired organizational outcomes and propose appropriate solutions and services to ensure satisfaction and success. • Sell a complete virtual labs solution, along with content, services, and support to ensure customers’ technology skills training, development, and validation needs are met. • Continuously partner with internal product, technology and customer experience teams to stay aware of key product features and differentiators. • Develop and employ an understanding of industry knowledge related to market trends, emerging technologies, and competitive landscape. • Consistently and regularly meet or exceed quarterly and annual quotas. • Assist in mentoring and guiding other Revenue Team members in strategy and creative methodologies to push sales cycle timeframes and new logo acquisition. • Support and promote the company values through positive interactions with both internal and external partners and customers on a regular basis. • Other strategic business initiatives or cross-functional project involvement as required.