SOTI

• Operate as the lead point of contact for any and all matters specific to your customers • Build and maintain strong, long-lasting customer relationships • Develop a trusted advisor relationship with key accounts, customer stakeholders and executive sponsors • Forecast and track key account metrics • Identify and grow opportunities within territory and collaborate with sales teams to ensure growth attainment • Assist with high severity requests or issue escalations as needed • Establishes productive, professional relationships with key personnel in assigned partner accounts. • Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations. • Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.

• Operate as the lead point of contact for any and all matters specific to your customers • Build and maintain strong, long-lasting customer relationships • Develop a trusted advisor relationship with key accounts • Forecast and track key account metrics • Identify and grow opportunities within territory • Assist with high severity requests or issue escalations as needed • Establish productive, professional relationships with key personnel in assigned partner accounts.

• Training partners on the SOTI ONE Platform to drive and develop new leads. • Activate partners to migrate legacy customers on the SOTI ONE Platform. • Developing and implementing strategic Mutual Plans to manage and grow accounts/opportunities. • Prospect for potential customers using various direct methods such as calling and face-to-face meetings, and indirect methods such as networking. • Retaining clients and building strong, trusting relationships. • Understanding client needs and identifying new opportunities within your territory. • Communicating and coordinating with internal teams to deliver solutions. • Identifying opportunities for improvement and proposing new tools and processes. • Developing and maintaining excellent knowledge and understanding of our business, offerings, competitors, and industry. • Prepares and conducts formal group presentations at senior management levels of larger clients. • Partners with vendor technology representatives for product resell opportunities. • Develop and nurture a trusted advisor relationship with key accounts, customer stakeholders, and executive sponsors. • Assist with high Support Cases or issue escalations as needed in collaboration with SOTI Support. • Coordinates the involvement of company personnel, including support, service, and management resources, to meet partner performance objectives and partners' expectations. • Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.

• Manage Top Platinum Partners: Oversee relationships with key platinum partners, ensuring effective collaboration and alignment with SOTI’s goals. • Ensure NPI Adoptions for all CAM’s Region: Drive adoption of new product introductions (NPIs) within the assigned region. • Drive Deal Registrations: Facilitate partner deal registrations to track and manage sales opportunities. • Conduct QBRs with Partners: Regularly engage in Quarterly Business Reviews (QBRs) with partners to assess performance and identify growth opportunities. • Expand Partners’ Ability to Sell SOTI ONE: Work closely with partners to enhance their capabilities in selling SOTI ONE solutions. • Work with Executives of Partners: Cultivate strong relationships with partner executives to foster successful partnerships.

• Responsible for developing and maintaining a strong relationship with Enterprise customers (up to an approximate licence device count of 5,000) • Responsible for developing and maintaining SME-level knowledge for SOTI MobiControl and learning 1 additional SOTI One Platform product to support Enterprise Customers. • Should onboard Enterprise customers, presenting benefits and how to access them, establishing processes for contacting TAM, setting up an Administrator, raising cases and setting up regular cadence calls. • Deliver Quarterly Business Review,s including product roadmap (when available) in accordance with customers' requirements. • Provide ad-hoc technical consultancy, advice and guidance using product and general technical expertise, including the timely communication of potential issues that may cause disruption • Regularly attend TAM/Support sync meetings to assist and contribute towards the timely resolution/escalation of your customer's support cases. • Oversee and manage any customer-requested Root Cause Analysis (RCA's) for Priority 1 Cases, maintaining responsibility for the delivery of information back to the customer, preventing future recurrence. • Create and maintain a Business Profile containing personalised network diagrams, details on the setup and configuration of SOTI One Platform products, and specific business use cases that improve understanding and potential for QA prior to assisted or paid upgrades. • Contribute towards the creation of Webinars on a range of topics to benefit Premium and Enterprise customers, ensuring the sharing of accurate and up-to-date information designed to provide real business value. • Undertake Discovery Calls for your Enterprise customers to deliver paid Work Orders, or free PS Hours (if applicable) for all Professional Services SKUs. • Hold requirement gathering sessions with customers and provide feedback to the back-end software development team to assist in any product fixes, enhancements, etc. • Contribute towards the development and maintenance (or review/approval) of documentation to support the services delivered by SOTI Enterprise and Professional Services, • Accurately document all initial and sign-off communication to organise Work Orders. • Record progress against the delivery of service within Work Order, including the amount of time spent on each service delivered for your Enterprise customers. • Create and maintain Knowledge base documents that may be generated through errors or testing encountered, troubleshooting and research on known issues, as a result of SRT or advised by the customer and raised as JIRA (confirmed by Development) • Complete necessary SRT Manifest Testing for responsible SOTI One Platform products, attending SME meetings held by Product Managers to provide relevant feedback.

• Lead Sales team across Renewals, Inside Sales, Business Development and Account Management • Coach the team on sales techniques • Account manage leading accounts at SOTI • Help, grow and maintain regional partner ecosystem • Present, promote and sell products • Achieve agreed upon sales targets • Establish and maintain positive business relationships • Prepare and submit sales reports to management • Supply management with reports on customer needs • Attend sales events and trainings • Travel within the sales territories • Design and execute SOTI’s regional sales strategy

• Develop and scale a channel-driven business and develop a strategy for driving greater business through SOTI’s top channel partners in North America. • Partner with the internal teams to design and launch partner programs that maximize channel-driven business pipeline and growth. • Lead Account Executives, Field Marketing & pre-sales engineers to create and implement channel-driven growth strategies, account plans, and business processes for an assigned list of key accounts. • Ability to streamline complex processes and implement workflows/programs designed to increase efficiency to maximize customer experience and expansion of wallet share with SOTI. • Outstanding consultative channel selling abilities and excellent interpersonal skills with executive-level customers and partners. • Work with senior executives in complex implementation projects, ensuring channel support is available. • Excellent at leveraging C-level relationships with executives to sell solutions against competitors. • Work closely with product, engineering, and marketing teams to translate business goals into a GTM plan with the partner ecosystem. • Lead cross-functional teams within an organization and partner organization. • To lead SOTI through large complex commercial and legal negotiations working with procurement, legal, and business teams in large enterprises. • Ability to work with pre-sales (in-house/partner) and customers’ technical leads to define migration plans and build business cases for migrations. • Excellent channel program skills, with experience leading and implementing high-impact programs with cross-functional teams. • Ability to manage multiple, time-sensitive projects with competing priorities while driving high-growth revenue goals with minimal guidance and high attention to detail. • Excellent verbal and written communication skills. • Annual regional growth expectations of 30%+ YoY. • Coach, mentor and maintain senior account team, recruit new talent to fill talent gaps, and promote to other regions within the company.

Role Description - Operate as the lead point of contact for any and all matters specific to your customers. - Build and maintain strong, long-lasting customer relationships. - Develop a trusted advisor relationship with key accounts, customer stakeholders, and executive sponsors. - Forecast and track key account metrics. - Identify and grow opportunities within the territory and collaborate with sales teams to ensure growth attainment. - Assist with high-severity requests or issue escalations as needed. - Establish productive, professional relationships with key personnel in assigned partner accounts. - Coordinate the involvement of company personnel, including support, service, and management resources, to meet partner performance objectives and partners' expectations. - Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts. Qualifications - 8+ years of experience in sales or Business Development within the High Tech industry. - Proven success in developing and managing partner relationships and driving ongoing revenue results. - Knowledge of Enterprise Mobility Management or comparable market space, competitors, trends, and related industries. - Extensive Strategy Development, Partnership Management, or Business Development experience. - Proven ability to work independently in a dynamic sales environment. - Strong analytical and reasoning skills with respect to technical, contractual, and financial negotiations. - Demonstrate a desire to learn and grow within the position, and proactively pursue such growth and learning opportunities. - Experience meeting and exceeding sales quota. - Ability to excel in a team-oriented, collaborative, and fast-paced environment. - Bachelor's degree in a business, marketing, or engineering discipline or equivalent industry experience. Company Description SOTI is committed to providing its employees with endless possibilities; learning new things, working with the latest technologies and making a difference in the world.

• Own and execute the channel partner plan for your assigned ANZ territory, driving partner-led pipeline, revenue growth, and market penetration. • Manage and grow a defined portfolio of SOTI channel partners, building strong day‑to‑day relationships and positioning SOTI as a strategic long-term partner. • Identify, recruit, and onboard new partners within your territory in alignment with the national and APAC channel strategy. • Drive partner-sourced and partner-influenced opportunities by enabling effective sell‑to and sell‑through motions. • You will be responsible for helping Enterprise Account Managers Team to identify and introduce relevant channel sales personnel to help triangulate account relationship and drive a collaborative partner engagement with the Enterprise Account. • You will be responsible for delivering an assigned target for your region. • Work closely with Partners, Account Managers, and Inside Sales to co-develop account plans and jointly progress sales opportunities. • Enable partners through ongoing training, sales engagement, and education on the SOTI ONE platform, device management, and security landscape. • Support partners through the full sales lifecycle, including qualification, deal strategy, customer presentations, and closing activities. • Collaborate with pre-sales teams (internal and partner) and customer technical stakeholders to scope solutions, define migration approaches, and build business cases. • Support medium to large- and occasional complex enterprise opportunities through partners, ensuring alignment with commercial and legal frameworks. • Execute local go-to-market initiatives with partners, including events, webinars, campaigns, and joint customer engagements, in collaboration with Marketing. • Track and manage partner performance against key indicators, including pipeline generation, certifications, training completion, deal registration, and revenue contribution. • Maintain accurate forecasting, pipeline hygiene, and reporting to support revenue and growth targets for your territory. • Act as the voice of partners internally, sharing market insights, competitive intelligence, and feedback with Sales, Product, and Marketing teams. • Streamline partner engagement processes and follow defined workflows to deliver a strong, consistent partner and customer experience. • Represent SOTI professionally in the ANZ market, conducting regular onsite partner visits and attending customer and industry events as required. • Contribute to a strong team culture by collaborating closely with the other ANZ Channel Account Managers and also the broader enterprise SOTI Sales Team.

• This is essentially a new business role with a focus on winning new logos in enterprise and government. • Operate as the lead point of contact for any and all matters specific to your customers. • Use your network and contacts with key decision makers to create opportunities for SOTI offerings and own the end-to-end sales cycle. • Build relationships with hardware vendors, ISVs, System Integrators to build pipeline. • Develop a trusted advisor relationship with key accounts, customer stakeholders and executive sponsors. • Be able to articulate key value proposition and differentiation to partners and customers. • Forecast and track key account metrics. • Identify and grow opportunities within territory and collaborate with sales engineering, operations to ensure growth attainment. • Assist with high severity requests or issue escalations as needed. • Establishes productive, professional relationships with key personnel in assigned partner accounts. • Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations. • Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.