Perforce Software

• Develops and executes complex, multi-year sales strategies for high-value accounts in assigned territory. • Responsible for exceeding annual revenue and gross margin targets for both new and existing enterprise-level accounts. • Serves as a subject matter expert on industry trends, competitive landscape, and Perforce's product roadmap. • Acts as a representative at high-profile events, delivering compelling presentations to senior executives. • Provides valuable market and product feedback to development and product management teams. • Orchestrates complex sales cycles, leveraging internal resources to close multi-million dollar deals. • Builds and maintains strong relationships with C-level executives in Fortune 500/1000 companies. • May be required to support additional products/brands as required.

• Partner with Account Executives across the full sales cycle, from technical discovery and demos through POC trials and proposal support, to prove solution value and close business. • Conduct deep discovery to understand customer architecture, workflows, and business objectives; map findings to targeted solutions that demonstrate clear ROI. • Design and deliver compelling technical presentations, workshops, and proof-of-concept engagements tailored to both executive and engineering audiences. • Serve as the internal champion for the customer, collaborating across Product, Marketing, Support, and Professional Services to surface feedback and shape roadmap and project priorities. • Evaluate customer environments and provide architectural guidance on solution fit, implementation approach, risk tradeoffs, and compliance considerations. • Contribute to the broader technical community through conference sessions, webinars, blog posts, and open source engagement, including direct participation in relevant projects and communities. • Support lead generation and pipeline development alongside territory managers, including trade show participation and introductory technical sessions.

• Day to day responsibilities would include presenting and demonstrating details about the Delphix platform including adapting the demonstration based on the customers needs, providing information and documentation to customers to help them understand details of the platform, and to help customers understand the ROI. • Build and sustain customer relationships throughout the sales process. • Serve as the technical lead in pre-sales engagements, from discovery through technical close. • Conduct technical deep dives and answer in-depth product/architecture questions. • Scope, manage, and conduct Workshops or Proof of Value engagements to prove the value of the Delphix Solution. • Ability to convey the Business Value to the customer in an articulate manner.

• Create and implement a customer expansion and cross-sell marketing strategy aligned with targeted and overlapping customer segments, common use cases, and product integrations within the Perforce DevOps portfolio. • Ability to work in diverse customer-facing scenarios (technical user to C-level personas) to craft case studies, award nomination success stories and inject into cross-sell and solution level messaging to build credibility and demonstrate value. • Design and launch event strategies, both in-person and virtual, that provide our go-to-market teams with opportunities to promote to existing customers, our product and solution vision and strategy, as well as specific new features upcoming, ensuring customers recognize the value of the Perforce portfolio – both individual product value as well as the value of adopting multiple Perforce products across the software delivery lifecycle. Run & execute customer events from concept through to completion. Collaborate with Corporate Marketing on any digital marketing programs that promote and drive attendance to the customer events. • Scale and track Customer Advocacy programs into a repeatable engine for customer stories, reviews, and reference recruitment. Develop both internal and external playbooks and toolkits to standardize processes for customer outreach, logo usage, reviews, award nominations and case study approvals. • Leverage data to build customer segments, identify cross-sell opportunities, and personalize content based on product usage patterns, industry trends, and business goals. • Partner with product marketing and sales to develop playbooks, messaging, and collateral that support solution and cross-sell motions. • Track campaign performance, customer engagement, and pipeline influence to demonstrate marketing impact and iterate on tactics. • Align solution selling and cross-sell efforts with customer onboarding, adoption, and renewal cycles to ensure seamless engagement and relevant timing.

• Develops strategies and executes sales plans. The AE role will be focused on outside sales. • Responsible for all net new revenue and gross margin targets in assigned territory. Meets or exceeds annual revenue goals. • Keeps informed of new products, upgrades, and the industry at large. • Act as a representative at events and shows, promoting products and services to potential and existing customers. • Demonstrates our products and tailor messages for buyers. • Drives market and product feedback to development and product management. • Responsible for taking control of the sales cycle, leveraging appropriate resources, and closing new enterprise-level business/contracts. • May be required to support additional products/brands as required.

• Develops strategies and executes sales plans. • Responsible for all net new revenue and gross margin targets in assigned territory. Meets or exceeds annual revenue goals. • Keeps informed of new products, upgrades, and the industry at large. • Act as a representative at events and shows, promoting products and services to potential and existing customers. • Demonstrates our products and tailor messages for buyers. • Drives market and product feedback to development and product management. • Responsible for taking control of the sales cycle, leveraging appropriate resources, and closing new enterprise-level business/contracts. • May be required to support additional products/brands as required.

• Lead and develop technical sales efforts for key accounts. • Conduct extensive discovery on business objectives and challenges, use cases, and technical architecture/topology. • Position Delphix within the customer’s digital transformation journey to highlight how Delphix helps discover sensitive data and automate data compliance, accelerate software delivery, accelerate the journey to the cloud as well as the adoption of disruptive AI technologies. • Customize and conduct presentations, demos, workshops, and proof of concept (POC) trials connecting Delphix capabilities to customer business objectives and business value in a way that demonstrates significant ROI and blocks competitors. • Act as the liaison among the customer and Delphix Sales, Engineering, Product Management, Customer Success, Professional Services and Support teams—especially on behalf of the customer. • Educate customers on the value proposition Delphix provides, and assist the customer to quantify that value at the technical, project, and LOB level. • Collaborate with customers to adopt or improve deployment pipelines, implement best practices in continuous learning for development, enable fast and reliable automated testing, adopt automated release management, and realize continuous integration/delivery. • Partner with the Sales and Field Services teams to jointly create a sales strategy to exceed revenue objectives for Delphix and drive additional appetite and grow customer’s use of Delphix. • Develop / enhance reusable technical assets to scale presales.

• Manage and grow a portfolio of accounts • Meet established sales objectives and quotas • Develop and maintain strong client relationships • Address customer inquiries and resolve issues • Collaborate with cross-functional teams to ensure client satisfaction • Contribute to the development of sales strategies • Assist senior sales professionals in complex sales situations • May be required to support additional products/brands as required

• Lead and develop technical sales efforts for key accounts. • Conduct extensive discovery on business objectives and challenges, use cases, and technical architecture/topology. • Position Delphix within the customer’s digital transformation journey to highlight how Delphix helps discover sensitive data and automate data compliance, accelerate software delivery, accelerate the journey to the cloud as well as the adoption of disruptive AI technologies. • Customize and conduct presentations, demos, workshops, and proof of concept (POC) trials connecting Delphix capabilities to customer business objectives and business value in a way that demonstrates significant ROI and blocks competitors. • Act as the liaison among the customer and Delphix Sales, Engineering, Product Management, Customer Success, Professional Services and Support teams—especially on behalf of the customer. • Educate customers on the value proposition Delphix provides, and assist the customer to quantify that value at the technical, project, and LOB level. • Collaborate with customers to adopt or improve deployment pipelines, implement best practices in continuous learning for development, enable fast and reliable automated testing, adopt automated release management, and realize continuous integration/delivery. • Partner with the Sales and Field Services teams to jointly create a sales strategy to exceed revenue objectives for Delphix and drive additional appetite and grow customer’s use of Delphix. • Develop / enhance reusable technical assets to scale presales. • Bring insight and business value to conversations with Senior technical and business leaders across a broad landscape through both thought leadership and excellent skills as a technical brand ambassador for Delphix by Perforce, as well as a thought leadership and evangelist inside Perforce. • Bring a level of expertise to one or more specific areas of industry and product so as to be capable of handling advanced technical questions in a role respected both by industry and peer Sales Engineers. • Effectively collaborate with other teams, including Sales, Product, Engineering, Professional Services, Marketing, Finance and Customer Support, as well as partners, bridging field innovation, Product, and Engineering in aim to drive near term Revenue through adoption and scale of products or offerings. • Mentor, Train and Motivate presales in specific topics, elevating presales’ readiness in emerging capabilities. • Bring passion, poise, presence, calm, creativity, and a command of the business and technical spheres within which Delphix operates.

• Perforce is a community of collaborative experts, problem solvers, and possibility seekers who believe work should be both challenging and fun. • You’ll work with and learn from some of the best and brightest in business. • Establish relationships with prospective customers to create a viable sales pipeline. • Execute through outbound and ABM tactics. • Emphasize opportunities for growth and professional development inside and outside of the department. • Recognition and rewards for exceptional contributions.