Trace3

• Own the overall growth strategy for an assigned Federal territory by developing and executing comprehensive account plans aligned to customer mission priorities. • Proactively identify, qualify, and create new business opportunities through disciplined prospecting, executive engagement, partner development, and strategic account planning. • Expand existing customer relationships by identifying whitespace opportunities and positioning the full portfolio of Trace3 Government capabilities. • Consistently achieve or exceed assigned revenue, gross profit, and strategic growth objectives. • Build trusted relationships with senior government leaders, acquisition professionals, program managers, technical leadership, and executive sponsors. • Lead consultative customer engagements focused on understanding mission challenges, operational priorities, and long-term modernization initiatives. • Position Trace3 Government as a trusted advisor capable of delivering measurable mission outcomes through commercial innovation. • Serve as the quarterback for every customer opportunity by leading cross-functional teams consisting of Business Development, Engineering, Solution Architecture, Project Management, Customer Success, executive leadership, and strategic technology partners. • Lead opportunity qualification, capture planning, competitive positioning, win strategy development, proposal support, and executive engagement activities. • Coordinate internal and external resources to maximize customer success and increase probability of win. • Develop customer strategies that integrate professional services, engineering, cybersecurity, AI, cloud, infrastructure, software, managed services, and strategic technology partnerships. • Develop joint business plans with strategic OEM partners to create pipeline, executive engagement opportunities, and mutual revenue growth. • Stay current on emerging technologies, Federal market trends, acquisition strategies, and competitive positioning to effectively advise customers. • Maintain a healthy sales pipeline through disciplined opportunity management, CRM accuracy, and consistent forecast discipline. • Deliver accurate revenue forecasts, pipeline reporting, and business insights to sales leadership. • Effectively manage the complete sales lifecycle from opportunity identification through contract award and successful transition to delivery teams. • Demonstrate intellectual curiosity, extreme ownership, integrity, accountability, and professionalism in every customer interaction. • Foster a collaborative, high-performance culture by sharing best practices, mentoring peers, and contributing to continuous improvement initiatives. • Represent Trace3 Government at customer engagements, executive briefings, industry conferences, partner events, and community activities.

• Ownership and execution of assigned Cisco renewal opportunities within commercial to enterprise level assigned accounts. • Proactively engage Cisco support teams and build accurate quotes in CCW-R for renewal quotes. • Maintain accurate CRM data for renewal opportunities, pipeline forecasts, client information. • Provide clients with accurate renewal quotes, ensuring quotes are compliant with Cisco partner program guidelines, and delivered within established SLAs. • Meet with internal teams to provide status updates on outstanding opportunities, upcoming renewals, etc. • Identify and position multi-year and/or co-term opportunities driving upsell and expansion opportunities within the renewal. • Accurately process client requests, taking actions to reduce complexities e.g., minimize # of contracts. • Facilitate post-renewal updates and data requests with appropriate teams. • Ownership and execution of supporting the customer’s lifecycle during the term of the renewal. • Work closely with management to report inefficiencies or issues with workflow process. • Champion best practices, policies, and procedures. • Maintain and expand working knowledge of current Cisco renewal offerings and varying service/support levels. • Cross-Team collaboration with Account Teams, Customer Success and various internal teams to support the customer and drive growth. • Obtain Cisco training as time permits. • Support broader organizational initiatives as directed by leadership.

• Proactively find new opportunities for Innovation offerings within existing Trace3 customer base • Proactively develop net new Trace3 clients via above mentioned Innovation offerings • Engage senior-level executives by building relationships, establishing credibility, conducting substantive content discussions, diagnosing needs, solving problems, and identifying relevant resources • Manage each engagement with client from introduction to successful team hand-off with interval check-ins until close • Carefully balance the needs of all team members (internal and client staff) to lead each project to a successful outcome • Sense patterns among client needs to shape the ongoing research and product creation • Ensure collaboration amongst all teams (Innovation, Trace3 Field, & Client) • Ensure clients and Company’s interests are properly aligned • Escalate risks and issues to Sales and Innovation management as necessary • Manage communication between Trace3 and each client - making the determinations as to what, when and how things are communicated • Be the key point of contact and partner for each assigned client engagement • Establish a rapport and confidence with assigned clients and Trace3 Sales Reps • Work closely with Sales to ensure client engagements are relevant, provide value to all parties, and are in line with goals of Sales and Client. • Drive revenue with existing and net new clients via all Innovation offerings

• Act as the final technical escalation for P1/P2 incidents, run the technical bridge to stabilize service, define targeted workarounds, and deliver complete post‑incident remediation plans. • Lead deep‑dive diagnostics across network, server, storage, virtualization, cloud, and/or backup platforms, correlating logs, traces, packet captures, and platform telemetry to isolate root cause with high confidence. • Own problem management for chronic issues, producing RCAs and known error records, defining preventative actions, and tracking systemic fixes to closure in ServiceNow. • Engineer and execute complex/high‑risk changes, including risk/impact analysis, MOP authoring, pre/post validation, and backout plans; improve change success by templating repeatable patterns aligned to CAB policy. • Elevate monitoring/observability, assist with designing monitoring thresholds, event correlation, custom metrics, and dashboards that reduce alert noise and improve time to detect for critical services. • Build and harden operational automation (PowerShell/Python/Bash and platform APIs) to accelerate diagnostics, remediation, compliance checks, and recurring maintenance, and package it for safe use by lower tiers. • Serve as a subject‑matter expert and vendor/TAC coordinator, unblocking complex technical issues and integrating vendor guidance into durable, documented fixes. • Raise the quality bar for operational content, authoring, and reviewing Tier 1/2‑ready SOPs, runbooks, and KBs; ensure artifacts are updated after incidents and changes and remain audit‑ready in the central repository. • Uphold ITIL discipline in ServiceNow, maintaining exemplary ticket hygiene, CI relationships, client‑facing communications, and complete Incident/Change/Problem/Knowledge records within a 24x7 model. • Support 24x7 operation through on‑call participation and after‑hours maintenance/emergency changes to ensure continuity of care.

• Own the end-to-end seller experience: identify friction points and bottlenecks across the GTM workflow, from lead to close to renewal, and drive systematic elimination of non-selling time • Set the prioritization roadmap for architecture, tooling, and process improvements; decide what gets built, what gets bought, and what gets integrated • Be accountable for whether changes actually stick: new tools, new motions, and new processes are only valuable if reps adopt them — you own adoption, not just delivery • Partner with regional sales leaders and frontline reps to surface pain points and translate them into a backlog of improvements the team can execute • Own the GTM system architecture: design the integration map across CRM (NetSuite), quoting (ConnectWise), pricing guidance, MoneyMap, and the broader RevTech stack • Lead GTM Engineers who build and automate workflows across the sales motion — lead-to-close, renewal-to-expansion, deal registration, pipeline automation — and prototype new RevOps capabilities • Oversee the GTM Tooling team: CRM administration and configuration, data engineer responsible for customer data quality and master data integrity, and day-to-day management of the RevOps tech stack • Own build-vs.-buy decisions for every component of the GTM tech stack; document rationale and maintain the integration roadmap • Sequence technology investments behind the data foundation: instrument against existing systems first, integrate second • Design and deliver seller onboarding, training, and certification programs in partnership with HR; reduce new rep ramp time from 20+ months toward a 12 to 18 month target • Develop and deploy sales play collateral in partnership with Marketing; ensure plays are not just published but adopted — embedded in rep workflows, tracked, and iterated based on performance data • Drive partner and ecosystem enablement in coordination with Marketing and Partner Management; embed co-sell motions in seller workflows • Own the enablement measurement framework: track play utilization, onboarding completion, certification rates, and rep confidence scores — and connect them to pipeline and win rate outcomes • Lead Trace3's AI-enabled seller productivity roadmap: AI-generated account briefs, automated proposal drafting, next-best-action prompts, and propensity-driven territory planning • Own the Win Room and deal monitoring capability: track live deal progress against playbook benchmarks, surface at-risk pipeline before deals slip, and create intervention mechanisms for sales leadership • Partner with IT and the product/engineering function on foundational data and platform decisions that enable AI-powered commercial use cases • Identify, prototype, and hand off new RevOps capabilities — moving from innovation to operational ownership at a cadence the business can absorb • Own change management for every new tool, process, or GTM motion RevOps introduces; work in partnership with HR and the enterprise change management function where relevant • Build the measurement infrastructure to track adoption — not deployment — of every significant initiative the RevOps function delivers • Serve as the voice of the seller inside RevOps: ensure that the function builds for field reality, not internal convenience

• Set and own company-wide pricing strategy for products and services: margin targets, price positioning, discount governance, and the deal review framework that enforces them • Own deal-level margin improvement as a managed, measurable target: track bookings margin versus guidance floor by product family, identify where margin is leaking and why, and drive systematic improvement quarter over quarter • Define pricing guardrails and exception thresholds; establish clear decision rights for rep-level approvals, deal desk reviews, and escalations to sales leadership or Finance • Partner with Finance on margin target setting and profitability review cadences; ensure pricing strategy reflects the economics of the business, not just competitive positioning • Work directly with the SVP of Revenue Operations and regional sales VPs to drive pricing attainment as a managed behavior across the selling organization • Own the pricing guidance algorithm: understand the clustering methodology, product family taxonomy, and deal categorization logic well enough to govern updates, explain the output to sales leadership, and defend recommendations under scrutiny • Approve updates to the guidance algorithm based on Technical Pricing Analyst recommendations; partner with the GTM Tooling team on execution of approved changes in the tool • Drive deal-guidance adherence from a low baseline toward an 80 percent-plus target; treat exception rates as diagnostic data, not acceptable noise • Own the Pricing Guidance tool pilot: define success criteria, coordinate the seller pilot group, review exception reports from day one, and lead the post-pilot retrospective that shapes the scale rollout • Oversee deal intelligence operations: the team of Deal Intelligence Analysts who provide pricing consultative support to the frontline, assist GMs with deal review decisions, and provide guidance based on prior approval cycles • Set deal review thresholds and response times; define what requires review, who owns it, and what the SLA is — with a target deal-desk cycle time of less than 24 hours • Build the deal review as a learning system: every exception, every approval, and every loss contains signal about where the pricing framework needs adjustment • Lead the Technical Pricing Analyst who processes and synthesizes margin improvement, win/loss, and deal velocity analytics and recommends adjustments to the guidance algorithm • Own the analytical foundation the pricing function runs on: product family tagging accuracy, deal categorization completeness, and the data quality standards that make the guidance output trustworthy • Translate analytics outputs into pricing strategy recommendations the selling organization can act on; the output of this function is a decision, not a report • Build and lead the Pricing and Deal Intelligence team: Technical Pricing Analyst (1) and Deal Intelligence Analysts (3); hire the team, set performance standards, and develop their capabilities over time • Establish the operating standard for the pricing function: what a deal review looks like, how exception rates are tracked and reported, how algorithm updates are proposed and approved, and what the weekly cadence with sales leadership looks like • Build a pricing function that sellers experience as a deal partner that makes them more competitive, not a compliance function that slows them down.

• Own territory design end-to-end: account segmentation logic, rep book composition, coverage ratios by segment and region, and rebalancing triggers • Rationalize and standardize Trace3's go-to-market coverage model across all regions, reducing inconsistency and aligning rep books to highest-propensity accounts • Define and maintain white-space account coverage targets; hold regional leaders accountable to coverage plans against priority account tiers • Serve as the standing internal owner of Trace3's propensity-based territory design framework and refresh it on cadence • Stand up pipeline governance as a function: define coverage ratios, stage definitions, and data hygiene standards; instrument against Trace3's CRM from day one • Own forecast accuracy as a managed metric, moving from an unmeasured baseline toward a plus or minus 10 percent commit-vs.-actual target • Run a weekly pipeline review that regional leaders treat as a source of truth, not a reporting obligation • Track win rate by segment and coverage model; use conversion data to drive ongoing territory and formation adjustments • Own comp and incentive strategy for the sales organization in partnership with Finance; design plans that reward the right behaviors — account penetration, deal quality, and formation compliance, not just bookings volume • Run annual comp plan cycles and manage mid-cycle adjustments; ensure plans are modeled, tested, and communicated before the selling year begins • Partner with Finance to drive comp efficiency over time through smarter plan design • Stand up the GTM Strategy and Ops analytics capability from scratch: instrument unmeasured metrics, build the exec-level pipeline and coverage dashboard, and own the GTM domain of the RevOps scorecard • Map and transition existing regional sales ops talent into the centralized RevOps structure; run the capability review that determines placements and identifies gaps for external hiring • Hire and develop the GTM Strategy and Ops team: Strategy Analysts, Pipeline and Coverage Analysts, and Cost/Comp Analysts as the function scales

• Manage the enterprise data governance operating model, including governance councils, domain working sessions, decision logs, and follow-through actions. • Define and maintain enterprise governance standards, policies, and procedures that support scalable and trusted analytics delivery. • Establish governance operating cadences and cross-functional collaboration processes across business and technical teams. • Provide leadership, coordination, and operational direction for Reporting & Analytics Business Systems Analysts (BSAs), QA resources, and other data-focused analysts supporting enterprise reporting and governance initiatives. • Establish standardized intake, requirement, testing, documentation, and governance processes across analytics delivery teams. • Improve cross-functional collaboration and delivery quality by aligning governance requirements with business analysis, QA validation, and reporting development practices. • Support resource prioritization, workload management, and continuous improvement across the Reporting & Analytics support functions. • Define and manage enterprise data ownership and stewardship structures, including clear roles, responsibilities, and decision rights across key business domains. • Partner with business leaders and technical teams to ensure accountability for enterprise data quality, consistency, and lifecycle management. • Facilitate governance discussions, issue resolution, prioritization, and policy adoption across stakeholders. • Own and maintain the enterprise business glossary and measure governance process, including: • Standard business definitions • Approval workflows • Change management and version control • Documentation standards • Improve consistency of enterprise reporting by reducing duplicate metrics and conflicting KPI definitions. • Define governance standards for metadata management, lineage visibility, access conventions, retention policies, and certification of trusted datasets. • Partner with analytics and engineering teams to improve transparency and traceability of enterprise data assets. • Support scalable governance practices within cloud-based analytics and lakehouse environments. • Embed governance requirements into delivery and agile processes so governance becomes part of standard execution rather than an after-the-fact activity. • Coordinate with data quality and business stakeholders to align governance standards with monitoring, issue management, and remediation ownership. • Support consistent and governed reporting practices across Power BI, Excel, and enterprise analytics platforms.

• Own and evolve the enterprise data and analytics strategy, priorities, and multi-quarter roadmap aligned to business outcomes and measurable value realization. • Establish and lead the centralized data and analytics operating model, including intake, prioritization, delivery planning, funding coordination, and executive governance routines. • Define organizational standards, operating cadences, and success metrics for enterprise analytics delivery. • Serve as a trusted advisor to executive leadership on data, analytics, reporting modernization, and AI-enabled business capabilities. • Lead cross-functional execution across data engineering, data platform, analytics, and reporting teams to ensure scalable and reliable delivery. • Drive enterprise adoption of a cloud lakehouse architecture leveraging Microsoft Azure technologies, including Azure Fabric and modern analytics platforms. • Define and enforce reusable data patterns, semantic models, metadata standards, scalable data products, and documentation practices. • Partner with infrastructure and security teams to ensure governance, scalability, resiliency, and compliance across enterprise data services. • Stabilize and modernize enterprise reporting by driving consistent metrics, trusted semantic definitions, and standardized reporting practices across Power BI, Excel, and other enterprise reporting tools. • Reduce duplicate reporting, inconsistent KPIs, and manual reporting processes by establishing centralized governance and delivery standards. • Define and track analytics performance metrics including: • Adoption and utilization • Delivery cycle time • Data quality and reliability • Self-service enablement • Business value realization • Establish and manage enterprise delivery governance, steering committees, prioritization frameworks, and escalation paths. • Build team capacity and capability through coaching, role clarity, partner/vendor management, and operational maturity improvements. • Develop scalable intake and prioritization models balancing strategic initiatives, operational support, and business demand. • Collaborate closely with business stakeholders to align technical execution with enterprise priorities and measurable outcomes. • Partner with security, architecture, and business teams to define the enterprise roadmap for AI-enabled productivity tools and workflow-integrated copilots. • Support governed and practical adoption of AI capabilities focused on operational efficiency and business enablement. • Evaluate emerging technologies and analytics capabilities that improve enterprise reporting, automation, and decision support.

• A SE III will be working in concert with our Federal Account Executives ensuring customer needs, solutions and deadlines are met. • The SE III will strive to build, enhance, and maintain relationships with our current and future customers as the technical lead for products and services. • This role will be responsible for increasing the functional output of the sales team through consistent and effective communication internally and externally to our customers. • An SE III is customer facing and is constantly focused on identifying new opportunities for growth and scoping solutions for both products (Bill of Materials (BOMs)) and services (Statement of Work (SOWs)). • The SE III will evaluate and develop Data Center reference architecture solutions, establish and train common tools, create technical policies, plans, and playbooks to enable a cohesive repeatable set of core go to market products and solutions for highly regulated market customers and current account needs. • The position will help develop executive-level relationships within new strategic markets and existing technically complex accounts to improve mission and system performance. • The ideal candidate will have experience in the formulation and representation of complex system integration activities and solution development to meet or exceed client requirements. • The ability to develop strategic and technical roadmaps that support revenue and profit margin growth is a key skill. • Most importantly, we are looking for an individual who can effectively communicate enterprise best practices and technologies with engineering and sales stakeholders equally.