Epoch Concepts

• Lead a team of sales, technical and support staff for Epoch’s COCOM and European business. • Must establish working relationships at all levels (e.g. manager/director levels) of Partners and Providers. • Develop and maintain customer relationships at all levels within the designated territory and related FSIs. • Identify and close opportunities within the designated territories. • Develop and maintain vendor relationships with Epoch’s top vendors. • Identify new prospective customers within the assigned geographic regions. • Respond to Request for Proposals (RFPs) and Request for Quotes (RFQs). • Meet or exceed assigned sales target within the assigned geographic regions.

• Partner with an established Account Executive to support management of assigned accounts, opportunities, and sales activities • Build and maintain relationships with customers, partners, and internal stakeholders across multiple levels of an organization • Contribute to the identification, development, and advancement of sales opportunities within assigned territories • Participate in client meetings, presentations, and onsite engagements • Support responses to Requests for Proposals (RFPs) and Requests for Quotes (RFQs) • Maintain accurate pipeline activity and customer information within CRM systems • Collaborate with technical and support teams to deliver solutions aligned with client needs • Develop a strong understanding of vendor offerings, market trends, and sales strategies • Progress toward defined performance milestones in preparation for transition to an independent Account Executive role

• You will be responsible for the day-to-day management and execution of the company’s partner marketing and events marketing activities and budget. • Coordinate tracking and documentation of Dell Technologies Marketing Development Funds (MDF), including request submission, expense reconciliation, and reimbursement follow-up. • Ensure all MDF activities meet partner program guidelines and maintain organized records for audit and reporting purposes. • Collaborate with the Sales and Partner Liaison to support the development and execution of the annual event and program calendar. • Coordinate pre- and post-event planning meetings and distribute updates to team members on key takeaways and action items. • Partner with external agencies to assist in promoting upcoming events across social media channels. • Coordinate pre-, on-site, and post-event logistics and data management for premium and corporate events, including: Communicating event details, key deadlines, and status updates to internal stakeholders. • Tracking materials, timelines, and assigned tasks to ensure smooth execution of events. • Assisting with sponsorship coordination and booth placement logistics. • Managing event-related shipping and receiving. • Supporting budgeting, sourcing, and organization of event promotional items ("swag"). • Represent the Marketing team at select, larger events by supporting booth setup and tear-down, maintaining event checklists, and coordinating booth staffing schedules. • Support reporting efforts within Microsoft Dynamics to track outreach activities and event-related ROI. • Assist in collecting and organizing event feedback and metrics, formatting results for review and identifying opportunities for improvement.

• Serve as Epoch's primary relationship owner for Strategic Partners defined as Tier 1 partners and targeted emerging partners identified by leadership. • Work with Sales and Leadership to maintain strategic initiatives and quarterly, review the Strategic Partner list based on current business priorities and growth targets. • Own and manage partner deal registrations and pricing coordination for Strategic Partners in collaboration with Sales. • Own distribution relationships, Rebate Incentive Agreements, and inform inside and outside sales teams of any new distribution alignment. • Maintain continual engagement with partner contacts (calls, events, QBRs) and record all activities in Orbit. • Act as the escalation point for partner issues across Sales, Marketing, Technology, and Service Delivery. • Recommend and document the appropriate level of partnership for each partner using CRM/Orbit data, market intelligence, and field feedback. • Drive Senior-to-Senior engagement planning and execution in coordination with Sales and Leadership. • Attend pertinent meetings, tradeshows, and any other events as deemed important to the overall growth strategy. • Define baseline requirements for each Epoch partner, including training, certifications, revenue expectations, and lead behaviors. • Build and maintain Epoch Partner Levels and their associated benefits and obligations (e.g. Gold, Silver, Strategic). • Enable emerging or underdeveloped manufacturers to build federal-ready channel programs (deal reg structure, pricing policy, compliance, GSA/FSS mapping, contract utilization). • Drive partner participation in Epoch SKOs, Partner Advisory Boards, speaking engagements, and awards programs. • Coordinate with Sales to target underdeveloped partner patches and increase breadth of field engagement. • Partner with Marketing to design and execute co-branded campaigns, lead-sharing agreements, and MDF-backed activities. • Align internal teams on partner strategies and ensure they meet partner training and engagement expectations. • Raise and organize MDF opportunities from partners and make them visible internally. • Stay in continual sync with MDF owners (Sales Leadership, Finance, Marketing) to align on priorities. • Manage planning, logistics, and execution for MDF-funded efforts, ensuring alignment with partner strategy. • Maintain that MDF spend strategy decisions stay with Epoch leadership, while enabling smooth execution. • Maintain partner/distributer contact info, capabilities, engagement activities, and compliance status. • Track engagement history, deal influence, and performance trends over time. • Produce partner health scorecards and dashboards. • Design and maintain partner incentive structures (SPIFs, lead-sharing rewards, co-marketing incentives) to drive desired behaviors. • Implement clear joint pursuit agreements outlining responsibilities and expected outcomes on major opportunities. • Run quarterly reviews with each key partner against defined goals.

• Lead and/or coordinate with a team of sales, technical and support staff for Epoch’s Selected U.S. Air Force business mission areas. • Must establish working relationships at all levels (e.g. manager/director levels) of Partners and Providers. • Develop and maintain customer relationships at all levels within the designated territory and related FSIs. • Identify and close opportunities within the designated territories. • Develop and maintain vendor relationships with Epoch’s top vendors. • Identify new prospective customers within the assigned geographic regions. • Respond to Request for Proposals (RFPs) and Request for Quotes (RFQs). • Meet or exceed assigned sales target within the assigned geographic regions.