This role is a key member of our Sales team, reporting to the CRO. The main responsibilities for this role are retaining, renewing and growing a book of business. This is executed by developing long-term relationships and connecting with key business executives and stakeholders with the goal of expanding our presence in the video content management market. ______________________________________________________________________________ JOB SPECIFIC STANDARDS Essential Functions ? Achieve quarterly sales targets and solution mix targets ? Proficiency in presenting EMS products and solutions ? Qualify and close sales opportunities ? Field initial prospect calls ? Outbound calls for prospecting within existing client base ? Research markets and sales opportunities ? Assist in sales proposal development and writing of customer proposals ? Create and deliver sales presentations ? Create and maintain sales status of all prospects ? Maintain current account, contact and opportunity history in Salesforce ? Establish and maintain productive relationships and effective negotiations with customers at multiple levels within organizations. ? Build and manage a robust pipeline of new and upsell enterprise accounts in Salesforce with a high degree of forecast accuracy and visibility into account activity. ? Effectively identify use cases for a software solution and build a compelling business case tailored to the prospect. ? Exercise sound business judgement, creativity and resourcefulness in the pursuit of strategic accounts. ? Develop a thorough knowledge of a complex technology platform and ability to launch into a demo with the end user in mind. ? Performs other duties as required Secondary Responsibilities ? Coordinate and participate in trade shows as appropriate ? Arrange and execute Demonstration Days at client sites ? Assist in other promotional opportunities as developed ? Work closely with all sales team members, marketing team and customer support team SKILLS AND ABILITIES: ? Proven success in prospecting, qualifying and closing sales ? Experience managing pipeline, forecast, and executing sales process ? Demonstrable executive level presence and communication skills ? Self-motivated team player who has fresh ideas and thrives on team success ? Self-starter who takes the initiative to get things done ? Good organizational skills ? Teamwork and integrity ? Good writing skills, good phone manner and interpersonal skills ? Reliable, time and deadline conscious ? Up to 75% travel required EDUCATION AND EXPERIENCE: ? CRM experience required ? Bachelor's degree or equivalent ? Experience with Salesforce.com is a plus ? 3+ years? experience in education technology, healthcare, or software sales is a plus ? Proficient in MS Word, Excel, PowerPoint and Teams ? Experience being responsible for customer retention and renewal in a SaaS environment