Perforce Software

• 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.

• Develops strategies and executes sales plans. This role will be focused on outside sales and targeting new business for the Application Testing BU. • Responsible for all net new revenue targets in the assigned territory. Meets or exceeds annual revenue goals. • Keeps informed of new products, upgrades, and the industry as a whole. • Act as a representative at events and shows, promoting products and services to potential and existing customers. • Demonstrates our products and tailors 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.

• Performance testing platforms: Performance and scalability testing of new and advanced cross-platform features in C++/Rust on a variety of Linux/UNIX/Mac OSX/Windows platforms. • Performance analysis: Identify and analyze performance issues and bottlenecks across system layers, from applications and databases to infrastructure and networking. • Solution development: Develop software or automation solutions to address performance problems and improve system efficiency. • Performance testing: Design, script, run, and analyze performance tests to simulate different load conditions and validate non-functional requirements. • Collaboration: Work closely with development, infrastructure, and product teams to set performance goals and implement improvements. • Monitoring: Monitor systems after deployment to ensure ongoing performance and adherence to Service Level Objectives (SLOs) and Service Level Agreements (SLAs). • Optimization: Influence architectural and design decisions to prioritize key performance goals, such as latency and throughput. • Customer Support: Simulate, reproduce, and troubleshoot production performance issues. • Performance Lab Support: servicing data center hardware and upgrading software.

• 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.

• Day to day responsibilities 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.

• Develops strategies and executes sales plans. • Responsible for all net new revenue and gross margin targets in assigned territory. • 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. This role will be focused on outside sales and targeting new business for the Application Testing BU. • Responsible for all net new revenue targets in the assigned territory. Meets or exceeds annual revenue goals. • Keeps informed of new products, upgrades, and the industry as a whole. • Act as a representative at events and shows, promoting products and services to potential and existing customers. • Demonstrates our products and tailors 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.

Perforce is a community of collaborative experts, problem solvers, and possibility seekers who believe work should be both challenging and fun. We are proud to inspire creativity, foster belonging, support collaboration, and encourage wellness. At Perforce, you’ll work with and learn from some of the best and brightest in business. Before you know it, you’ll be in the middle of a rewarding career at a company headed in one direction: upward.   With a global footprint spanning more than 80 countries and including over 75% of the Fortune 100, Perforce Software, Inc. is trusted by the world’s leading brands to deliver solutions for the toughest challenges. The best run DevOps teams in the world choose Perforce.  Position Summary: Our leader for the West Delphix sales team at Perforce is searching for a Senior Enterprise Account Executive to join the team. The Senior Enterprise Account Executive at Perforce will leverage extensive experience to resolve intricate sales challenges. This role will be characterized by unparalleled proficiency in managing major clients and will involve strategic collaboration within the organization to contribute to sales strategy, client engagement, and innovative sales methodologies. The Senior Enterprise Account Executive will define and implement essential strategic sales solutions, playing a pivotal role in achieving the company's sales objectives and driving growth. Perforce Delphix eliminates data bottlenecks so enterprises can speed up innovation, reduce risk, and cut costs. It enables faster releases, AI transformation, and seamless compliance with privacy regulations. What makes Delphix unique? It unifies automated data delivery, masking, synthetic data generation, and centralized control into one intelligent data automation platform. Responsibilities: - 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. Requirements: - Expert in MEDDPICC and other advanced sales methodologies - Consistent track record of exceeding quota (top 10% of sales organization) - Extensive experience selling to C-level executives in Fortune 500/1000 companies - Strong ability to leverage SIs, VARs, and Alliance partners to deliver complex solutions - Deep understanding of enterprise software landscape and ability to position solutions within complex IT environments - 8+ years of experience in Enterprise Sales or a related field. $185,000 - $370,000 a year The base pay range targeted for this role is $175,000 - $185,000 USD. This position is eligible for a Sales Commission Plan. Additionally, this position is eligible for benefits including, but not limited to, medical, dental, vision, retirement benefits, life insurance, wellness programs, total time off, and other employee perks that may be offered by Perforce from time to time. The actual offer will depend on a number of factors including, but not limited to, a candidate’s education, skills, qualifications, depth of experience and other relevant business considerations. Perforce reserves the right to amend or modify employee perks and benefits at any time. All employees are expected to demonstrate AI fluency appropriate to their role and level, including responsible use of AI tools, sound judgment, and adherence to company AI governance and security policy standards. Come work with us! Our team members are valued for their contributions, introduced to new opportunities, and rewarded well. Perforce combines the experience and rewards of a start-up with the security of an established and privately held profitable company. If you are passionate about the technology that impacts our day-to-day lives and want to work with talented and dedicated people across the globe, apply today! www.perforce.com Please click here for: EOE & Belonging Statements | Perforce Software

• License Expansion & Cross-Selling: Proactively identify opportunities to sell additional licenses and cross-sell complementary products to existing customers • Work closely with customers to understand their evolving needs and align our solutions to their business goals • Customer Relationship Management: Build and maintain strong relationships with key stakeholders, including technical owners, practical owners, economic decision-makers, and procurement contacts within accounts • Serve as the primary point of contact, fostering trust and ensuring open communication • Business Reviews & Retention: Conduct business reviews with customers 6–9 months prior to their renewal to assess their current usage and identify any adjustments needed in licenses or product mix • Proactively identify potential retention risks and collaborate internally to mitigate them • Value Validation: Validate and communicate the value of our products to customers, ensuring they achieve the expected outcomes and ROI • Gather and share customer success stories and feedback to showcase the impact of our solutions • Sales Execution: Create and deliver accurate quotes and contracts tailored to customer needs • Drive contract negotiations and close deals efficiently to achieve sales targets • Internal Collaboration: Work cross-functionally with internal teams (e.g., Customer Success, Product, Support, and Finance) to address customer needs and ensure a seamless experience • Advocate for customer feedback internally to drive continuous improvement in products and services • Customer Delight: Uphold our commitment to "delighting every customer" by going above and beyond to exceed expectations