* Actively prospects within accounts to discover or cultivate solutions sales opportunities within area of technical specialty (in close cooperation with the account manager.* Manage sales pipeline.* Formulate and expand solutions to generate additional product or service attachments and up sell revenue.* Certain roles may also sell through the channel.* Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.* Work with the client up to IT management level.* Contribute to building of the pipeline by generating leads and referrals and new customer opportunities within specialty area.* May focus on growing contractual renewals for small-to-mid size accounts with limited complexity, to higher-total contract-value renewals.* Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.* Build sales re...