Versa Networks

• Drive new business through strong partner and customer contacts and industry knowledge. • Create and maintain a customer pipeline, hitting objectives, revenue goals and growing the territory. • Meet committed sales numbers on a quarterly basis. • Recruit and build relationships with Channel partners to grow brand presence with end users. • Establish executive level relationships, understanding the needs and language of customers’ specific business. • Lead and coordinate complex, team selling efforts.

• Coordinate with Versa authorized channel partners and Versa Sales Team to develop a go-to market strategy, create and execute business plans to meet sales targets for each Versa channel partner. • Analyze market trends and competitors. Accordingly, develop sales plans with each Versa channel partner to increase brand awareness through increased revenue outcomes. • Responsible for the identity, recruiting, on-boarding and nurturing high potential strategic Versa channel partners within assigned East territory, ensuring alignment with Versa’s sales strategy. • Will work closely alongside and support multiple Field Sales Account Executives and Sales Leadership to identify and accelerate net new business within each territory. • Must have a deep understanding of each partners business and how Versa can be part of their strategic goals. • Responsible for maintaining strategic relationship at Sales, Technical and Executive levels with Versa channel partners to build Versa value and ensure revenue goals are achieved for the territory assigned. • Evaluate Versa partner sales performance and recommend strategies for improvements. • Communicate up-to-date information about new products, trainings and events to Versa channel partners. • Train partners on Versa’s products, sales tools, and competitive positioning to enhance their effectiveness. • Ensure all Versa Channel partners are meeting the requirements and certifications of the Vera ACE channel partner program. • Conduct field marketing events and campaigns to drive net new pipeline, conduct prospecting events, participate in seminars & tradeshows. • Track deal registrations, monitor sales performance, and drive revenue impact through partner-led opportunities. • Present quarterly business reviews (QBRs) to Sales and Executive Leadership team review to share progress against territory/account plans and overall company objectives.

• Partner with your account executive to strategize on how to approach target accounts and build meaningful pipeline in your territory • Identify, research and prospect key contacts at target accounts and build a foundation for a strong long-lasting relationship • Conduct high-volume outbound cold calls to engage network and security professionals at enterprise companies • Qualify prospects by identifying their pain points, needs, and interest in Versa Networks' solutions • Set meetings with decision-makers and key influencers, passing qualified leads to the sales team • Use a consultative approach to educate prospects on the value of Versa’s SASE, SD-WAN, and SSE solutions • Handle objections with confidence and persistence, ensuring meaningful conversations with potential buyers • Leverage LinkedIn, email, and other outreach methods to supplement cold calling efforts • Maintain accurate records of interactions in Salesforce, tracking progress and optimizing outreach strategies • Continuously improve outreach techniques based on feedback, data, and market trends • Be an active part of the team sharing best practices and participating in projects to improve our team. • Manage, track and report sales activities and results using SFDC

• Provide pre-sales technical support and technical expertise to our customers and partners with objective to achieve sales targets. • Establish trusted advisory role with strategic customers and partners (CIO, CISO). • Enable and/or update partner network on product evolution. • Perform workshops with prospects or customers on product evaluations and do demonstrations. • Perform hands-on tests to validate customer proof-of-concept setups, network designs, and network deployments using new products and feature. • Respond to RFI’s/RFP’s. • Provide market and product feedback to product management and back-office. • Keep up-to-date on competitive solutions, products, and services. • Author whitepapers, knowledge base articles, and other customer/partner facing content.

• Sell software architecture to new and/or current customers in an assigned region to achieve or exceed assigned quota. • Contact prospective customers to determine needs and perform sales presentations to match company's products and identified needs. • Prospect and develop business to achieve quota 30%-50% of new pipeline should be developed by the Sales Director directly. • Respond to RFPs, and develop proposals for presentation to customer. • Coordinate account resources with representatives from marketing, pre-sales engineering, and Inside Channel Sales. • Remain knowledgeable of Versa’s portfolio to facilitate sales effort. • Responsible for pre-sales function as needed. • Schedule meetings with aligned agenda. • Drive follow up and next actions via formal sales process to achieve revenue. • Align resources (SE / Engineering / Executives) to engage multiple buying influences at any key account. • Maintain sales records and prepares sales reports as required. • Provide follow up with customers to ensure customer satisfaction with products provided. • Maintain a 180-day rolling forecast. • Manage all aspects of the evaluation program or proof-of-concept with SE. • Understand competition in region and general business climate. • Possess and continually develop and maintain the strongest of skills through advanced training, study and work experience. • Continually work on being self-taught as formal training in emerging technologies may not exist. • Understand and be an expert at SaaS and Cloud selling economics.

• Discover, Catalog and Annotate Cloud Applications • Perform In-depth Research and Analysis of Cloud Applications and Document them • Research APIs, Protocol, Headers and Data of Cloud Applications • Design, integrate security of Cloud Applications in on-premises and cloud environments • Write effective, maintainable, and well-tested code

• Collaborate with sales teams to recommend and develop customer solutions around the VersaONE platform as well as serve as a subject matter expert in building customer presentations and other collateral • Join sales calls with C-level customers to help close our largest and most strategic deals • Present to customers as our expert at all levels in the customer hierarchy, from practitioner to senior leadership and evangelize our vision, point of view, and value proposition. • Deliver technical demonstrations to customers that showcase the VersaONE platform • Help to define and architect solutions that will help our customers strengthen and simplify their security posture • Lead conversations about industry trends and emerging changes to the security landscape • Responsible for discussing and highlighting product alignment with customer requirements and differentiation • Collaborate with sales teams to assist and respond effectively to RFIs/RFPs • Discuss, with credibility, competitive offers in the marketplace and position ours as the best alternative • Guide the development of training and enablement for our SE teams and partners • Identify and shape the top cybersecurity use cases, and provide expert content to campaign and field marketing teams to drive demand for repeatable sales plays • Craft articles to be published as blogs containing thought leadership and industry expertise as well as technical pieces for the VersaONE platform • Utilize public speaking skills to participate in podcasts, webinars, fireside chats, and panel interviews.

• Collaborate with sales teams to recommend and develop customer solutions around the VersaONE platform as well as serve as a subject matter expert in building customer presentations and other collateral • Join sales calls with C-level customers to help close our largest and most strategic deals • Present to customers as our expert at all levels in the customer hierarchy, from practitioner to senior leadership and evangelize our vision, point of view, and value proposition. • Deliver technical demonstrations to customers that showcase the VersaONE platform • Help to define and architect solutions that will help our customers strengthen and simplify their security posture • Lead conversations about industry trends and emerging changes to the security landscape • Responsible for discussing and highlighting product alignment with customer requirements and differentiation • Collaborate with sales teams to assist and respond effectively to RFIs/RFPs • Discuss, with credibility, competitive offers in the marketplace and position ours as the best alternative • Guide the development of training and enablement for our SE teams and partners • Identify and shape the top cybersecurity use cases, and provide expert content to campaign and field marketing teams to drive demand for repeatable sales plays • Craft articles to be published as blogs containing thought leadership and industry expertise as well as technical pieces for the VersaONE platform • Utilize public speaking skills to participate in podcasts, webinars, fireside chats, and panel interviews.

• Discover, Catalog and Annotate Cloud Applications • Perform In-depth Research and Analysis of Cloud Applications and Document them • Research APIs, Protocol, Headers and Data of Cloud Applications • Design, integrate security of Cloud Applications in on-premises and cloud environments • Write effective, maintainable, and well-tested code

• Define and execute the MSP/MSSP partner strategy across North America aligned to company growth objectives • Identify, recruit, and activate tier-1 MSP/MSSP partners with strong managed security and networking practices • Develop joint business plans with partners, including revenue targets, pipeline development, and service integration • Drive partner-led offerings (e.g., SASE, SD-WAN, Zero Trust) into scalable managed services • Leverage existing C-level and senior relationships across MSP/MSSP ecosystem to accelerate time-to-revenue • Build trusted advisor relationships with partner executives (CEO, CRO, CTO) • Represent the company at industry events, partner forums, and executive briefings • Lead, coach, and scale a team of Channel Account Executives across the U.S. • Establish clear territory, partner coverage, and accountability models • Own partner-sourced and partner-influenced bookings number • Drive co-selling motions between direct sales, partners, and service provider teams • Collaborate with Product, Marketing, and SE teams to ensure partner enablement, certifications, and solution alignment • Influence roadmap based on partner/customer feedback and market demand.