Developing in collaboration with management territory plans for a defined set of accounts. Develop knowledge of our products, map them to customer strategic imperatives and be able to articulate their business value for budget holders and decision-makers such as C-suite, Technical, Product and/or Finance teams. Planning engagement activities to build and maintain enterprise accounts that deliver long-term benefits for our partners, advisors and third parties while delivering revenue in excess of quota to grow our company. Follow up on incoming or self-generated leads, confidently articulating the need and methodologies around identity security and privileged access management. Leading the whole sales cycle, from self-generated leads, through to proof of technical and business value, to negotiation, contracting and deal closing. Accurately forecast your business and maintain business systems such as Salesforce CRM to present an accurate and up-to-date view of your business. Operate in a team environment both within the Strategic Account Executive team as well as leading cross-functioning teams such as go-to-market and marketing. Work effectively with our multiple channel partners to extend our sales and delivery reach.