Avnan

• Own the account universe, the specifying engineers, and the design-win pipeline for your chosen industry • Get Falcon designed into projects, plant standards, cabinet specs, and control-panel BOMs • Develop and win named accounts in the vertical through long-cycle, technically credible selling • Partner with engineering and marketing to define packaged solutions for your vertical that make Falcon the easy default • Feed vertical requirements, competitive intelligence, and lost-deal insight back to product and engineering • Own spec-in positions and qualified design-win pipeline in your vertical, the metrics that predict revenue in a designed-in market

• Design and run Falcon's channel program end to end. • Manage, activate, support and grow Falcon's current distributors, integrators, and reps through structured QBRs, joint pipeline planning, and enablement. • Identify, recruit, and onboard new partners in our priority verticals — water/wastewater SCADA integrators, ITS/traffic and rail integrators, UL 508A control-panel builders, and industrial distributors. • Own the deal-registration rules and conflict arbitration that keep partner trust intact as direct and channel motions both scale. • Own and report weekly: partner-sourced pipeline, deal-registration volume, partner activation rate, and quote-SLA adherence.

• Own the account universe, the specifying engineers, and the design-win pipeline for your chosen industry — water/wastewater SCADA, industrial automation, or transportation/traffic/ITS/rail. • Get Falcon designed into projects, plant standards, cabinet specs, and control-panel BOMs the positions that generate durable, defensible revenue. • Develop and win named accounts in the vertical through long-cycle, technically credible selling. • Partner with engineering and marketing to define packaged solutions for your vertical (e.g., water SCADA cabinet, transit-cabinet kit) that make Falcon the easy default. • Feed vertical requirements, competitive intelligence, and lost-deal insight back to product and engineering. • Own spec-in positions and qualified design-win pipeline in your vertical, the metrics that predict revenue in a designed-in market.

• The lead-generation engine. • Design and run Falcon's demand engine: a system that delivers a steady flow of researched, prioritized, quote-ready opportunities to the direct and channel teams every week, with qualified pipeline contribution as your primary number. • Signal-based ABM. Use intent and buying-signal data to find the accounts and projects that are in-market in each priority vertical, and run coordinated, account-based programs that put the Industry Account Executive and Channel Manager in front of the right buying committee at the right time. • Lists, enrichment, and automation. Build, segment, and continuously enrich Falcon's target-account and contact data with buying context, product fit, and contact mapping, and design the AI-driven workflows that automate the research, enrichment, scoring, and routing behind it. • Sales and channel enablement. Arm the Industry Account Executive and Channel Manager with account briefs, buying signals, fit-check and quote-ready notes, application content, and ready-to-send outreach so they win more deals, faster. • Content and answer-engine visibility (AEO/GEO). Direct Falcon's managed AI marketing workforce to produce vertical content, application notes, and comparison and selection guides, and optimize so Falcon is the source AI answer engines cite when engineers research harsh-environment power, always guiding them toward a fit-check or a conversation with sales. • Attribution and measurement. Own marketing automation and CRM integration, closed-loop attribution from first touch to closed-won, and a weekly report on pipeline contribution and influence on win rate and deal velocity, tying every campaign and asset to a named vertical, account, or product motion.