Coach AEs through the development of key SMB level sales skills, including vertical market management, MEDDPICC deal qualification methodology, forecasting and sales planning, prospecting/pipelining within account base, complex deal negotiations, cross-functional support both internally and externally, as well as CRM/reporting accuracy, including performance management, creating a bench of qualified talent, and growing the team headcount as needed. Maintain positive and proactive lines of communication between different business partners as well as senior leadership, including developing and delivering accurate forecast and attainment details during weekly and quarterly business reviews.