Armis

• Lead and mentor a team of Resident Engineers dedicated to managing platforms for our top-tier customers. • Act as the primary point of contact post-implementation, taking a critical role in issue management to expedite customer resolutions and ensure satisfaction. • Foster a trusted advisor relationship with customer partners and executive sponsors, driving product adoption and ensuring the solution delivers full business value. • Serve as an escalation point for customer concerns and provide strategic guidance to internal teams in handling escalations. • Collaborate with Customer Experience Leadership to align account activities with the customer's business case and strategy. • Prepare and educate customers on new features and releases. • Ensure the successful adoption of Armis playbooks and processes by Resident Engineers. • Provide monthly KPIs relating to Resident Engineer Program. • Identify Resident Engineer renewal risk and collaborate with internal teams to remediate and ensure a successful renewal. • Be the voice of the customer, collecting feedback to drive continuous improvement across all areas, including product development. • Collaborate closely with the sales team to effectively sell and position Success Services.

• Identify, develop and execute an account strategy to close new business opportunities and expand revenue with customers across the assigned region; independently and cooperatively. • Scope, negotiate and bring to closure agreements to exceed booking and revenue quota targets. • Target and gain access to decision-makers in key prospect accounts in the assigned territory. • Establish access and maintain existing relationships with key decision-makers (typically at the CIO and CISO level) in industry, partners, and enterprise customers to drive all pertinent issues related to sales strategy and goal attainment. • Collaborate with operative peers across functions (including the Field Sales, Channel, Marketing, Sales Operations, Sales Engineering, Services, Customer Support, and Product Development) to create visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level. • Work cooperatively with partners to leverage their established account presence and relationships. • Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com • Builds and maintains a network of sources from which to identify new sales leads. • Communicates with enterprise customers and leads to identify and understand their product or service needs; identifies and suggests products and services to meet those needs. • Demonstrates the functions and utility of products or services to customers based on their needs. • Ensures customer satisfaction through ongoing communication and relationship management: resolves any issues that may arise post-sale. • Maintains communication with existing and previous customers, alerting them of new products, services, and enhancements that may be of interest.

• Own the strategy and execution of sales initiatives targeting the enterprise market • Develop a deep understanding of customer pain points, industry trends, and Armis’ unique value proposition • Build and nurture strong relationships with key technical and decision-makers, including C-suite executives • Collaborate cross-functionally with technical, marketing, and customer success teams to deliver tailored solutions • Maintain an accurate pipeline and forecast within SFDC • Lead your pod of BDR, Sales Engineer, Partner Manager and Customer success to drive consistent results - building pipeline of new opportunities, bringing onboard new clients and expanding with existing clients • Represent Armis at industry events, conferences, and client meetings to showcase our thought leadership

• Work closely with our prospects to: • Provide virtual and in-person technical demonstrations • Deploy proof-of-value installations • Lead technical training sessions based on POV findings • Support marketing activities, conferences, speaking engagements • Consistently and cogently address our prospects needs through astute verbal and written communication skills • Thrive in a team-oriented culture through delivering a significant individual contribution while collaborating with and strengthening teammates • Think critically, spanning the sales process through customer support, troubleshooting, and developing new use cases for internal and external consumption. • Develop prospect facing documentation • Expected to travel up to 40% of the time on average (can vary by region)

• Own the book of active Armis customers within their region focusing on value realization, expansion of adoption and usage, and overall customer sentiment • Drive the "1+1=3" strategic narrative across the Customer Success organization • Govern critical cross-functional processes with integrated teams • Define and evolve the Success interaction model and partner ecosystem • Oversee successful personnel integration into the new ServiceNow environment • Re-orient Success focus towards real value realization from business personas/users • Ensure tracking and managing customers within a defined Customer Journey • Manage business in alignment with Success Levels ensuring appropriate capacity and efficiency • Strengthen relationships with Sales to foster a cohesive GTM team • Work with Customer Marketing team to nurture advocacy initiatives

• Develop and execute comprehensive regional marketing strategies that drive pipeline creation, expand existing accounts, and improve territory health. • Align regional programs with corporate campaigns, product priorities, and sales objectives. • Identify market trends and competitive dynamics within cybersecurity to continuously evolve and optimize field programs. • Execute integrated campaigns leveraging email, digital, LinkedIn, and ABX tactics. • Partner with content and digital teams to tailor messaging and assets for regional and partner-led engagement. • Drive 1:1 and 1:few Account-Based Experience (ABX) initiatives to deepen buying group engagement within strategic accounts. • Lead Armis-branded executive events, regional programs, partner co-marketing initiatives, and third-party industry conferences. • Deliver high-touch experiences that strengthen relationships and generate demand. • Own end-to-end execution, ensuring seamless logistics, clear messaging, and measurable pipeline impact. • Partner with regional sales leaders to identify priority accounts and design account-based and territory-based marketing programs. • Collaborate with partner and alliance teams to develop joint initiatives that expand reach and accelerate co-sell opportunities with our partner ecosystem. • Build scalable, repeatable regional programs that support Armis’ cyber exposure management positioning across IT, OT, IoT, healthcare, and cloud environments. • Establish clear KPIs tied to pipeline creation, influence, and acceleration. • Track campaign and event performance, using data-driven insights to refine strategies and maximize ROI. • Manage regional marketing budgets responsibly, ensuring investment is aligned to pipeline impact. • Serve as the primary marketing liaison to the Americas Sales team, aligning on pipeline targets and regional priorities.

• Deliver virtual and in-person technical demonstrations of Armis solutions • Deploy, configure, and manage proof-of-value (POV) installations that showcase Armis capabilities that align to customer pain points and use cases • Troubleshoot complex network environments, integrating APIs and third-party products, and ensure successful technical outcomes to the opportunity • Lead technical training sessions on Armis solutions • Design and deliver organized technical project plans that manage customer and Armis deliverables, requirements, and expectations for PoV engagements • Support marketing initiatives, conferences, and speaking engagements as a technical subject matter expert • Address prospect and customer needs with clear and effective verbal and written communication, including formal technical responses to queries and RFPs • Travel frequently across the DC metro area and to federal sites as required (up to 40%)

• Build and manage a robust pipeline of opportunities within the IC, moving from initial discovery to enterprise-wide adoption. • Evangelize the Armis Centrix™ platform as the authoritative source of truth for assets across on-prem, air-gapped, and Cloud-native environments. • Collaborate with the "Big 5" Federal Systems Integrators (FSIs) and specialized mission partners to include Armis in multi-year Programs of Record. • Expertly manage the complexities of the MIP/NIP funding cycles and classified contract vehicles. • Work closely with Cleared Sales Engineers to demonstrate Armis’s unique agentless visibility into IT, OT, IoT, and Cloud-native assets.

• Build and manage a robust pipeline of opportunities within the IC, moving from initial discovery to enterprise-wide adoption. • Evangelize the Armis Centrix™ platform as the authoritative source of truth for assets across on-prem, air-gapped, and Cloud-native environments. • Collaborate with the "Big 5" Federal Systems Integrators (FSIs) and specialized mission partners to include Armis in multi-year Programs of Record. • Expertly manage the complexities of the MIP/NIP funding cycles and classified contract vehicles. • Work closely with Cleared Sales Engineers to demonstrate Armis’s unique agentless visibility into IT, OT, IoT, and Cloud-native assets.

• Responsible for all Partner activities in India. • Own the strategy and execution of the partner plan within region to support the overall regional plan. • Work and manage a small set of Focus Partners. • Support distribution and a wide range of general partners to give the coverage model required. • Create and implement strategic territory plan that will align with the Sales GTM. • Partner Lead Generation including Account Mapping, AE to AE introductions, Attend joint marketing events and BDR callout days. • Partner Sales ensuring AE alignment, Deal Registration and Opportunity Management, Close Plans and Managing / Reporting forecast. • Partner Marketing prioritizing, request and manage MDF and events, Leverage CIB with Partners, Own follow up of all leads working with Sales, BDR and Marketing counterparts. • Partner Enablement scheduling and conducting sessions, Drive completion of required on-line courses and Educating on Partner Specific Value Proposition / GTM. • Build and manage business plans and ensure understanding, at Partner, of Partner Program and compliance. • Engage Strategic, Distribution and CSP Partners to drive deals within region. • Work with our Services Team and AE’s to ensure appropriate Managed or Implementation Services Partner assigned to every deal and expectations and collaboration is agreed and documented. • Educate field on Partners, Program, Process and how best to engage and work with Partners.