Versa Networks

• Define and lead the company's information security vision, roadmap, and operating model. • Align security initiatives with business goals, ensuring risk-based prioritization. • Drive security posture maturity across infrastructure, cloud, applications, and endpoints. • Oversee and manage the security operations center (SOC), incident response, threat detection, and vulnerability management. • Build and run playbooks for threat mitigation and breach containment. • Ensure rapid, high-quality incident resolution. • Stay deeply engaged in security architecture reviews, secure SDLC practices, penetration testing, and cloud security configurations. • Review and enforce policies for identity and access management (IAM), zero trust architecture, encryption, and secure networking. • Work closely with engineering, IT, DevOps, and product teams on secure-by-design implementation. • Ensure compliance with applicable standards and regulations (e.g., ISO 27001, SOC 2, GDPR, HIPAA, NIST). • Lead internal and external audits, risk assessments, and vendor security reviews. • Develop and maintain a robust business continuity and disaster recovery plan. • Engage with the field to support customer interactions when needed. • Pro-actively build and maintain relationships with key peers and CISOs at customers, and establish credibility. • Foster a culture of security awareness and accountability across the organization. • Build, mentor, and manage a high-performing security team. • Communicate risks, incidents, and KPIs to executive leadership and the board.

• Manage & Grow Versa business through Service Providers (Mobile Operators, MSP, MSSP, UCaaS). • Hunt, on-board, enable & operationalize new Service Providers. • Build and maintain relationships with SP sales teams/channel. • Drive preference for Versa as the preferred partner for SP Sales/Pre-Sales. • Develop strategic business plans/GTM with SP and (if applicable) Versa enterprise/territory sales, conduct Quarterly Business Reviews to maintain a healthy, positive, “growth oriented” partnership. • Works with the Enterprise Sales teams to develop joint account plans to target and penetrate strategic accounts. As needed, supports Versa Enterprise/Territory sales teams in secure client meetings and demos. • Owns responsibility for building, maintaining, growing and reporting on sales funnel in order to achieve/exceed quota. • Tracks and reports on all identified, regularly provides funnel and sales opportunities. • Facilities and provides continuous education, training, enablement to SP sales, sales support, technical support, marketing, client support, and product management teams to be able to effectively support and deliver Versa solutions to their end customers. • Maintain positive, strong relationships with key decision makers and influencers within SP to keep Versa “top of mind” and to maintain the leading preferred vendor within the SP. • Manage partner pricing, negotiations, procurement process and contracting. • Work cross-functionally (Product/Engineering, Marketing, Operations) in order to support overall growth and success of the global partnership. Proactively assess partner needs on an ongoing basis.

• 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

• 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.

• Manage Channel Partnerships: Build and maintain strong relationships with our existing channel partners and MSP & MSSP Prospects. • Joint Business Planning: Work with partners to develop and execute joint business plans that outline mutual goals, strategies, and action plans. • Sales Enablement: Enable partners through training, resources, and support to effectively sell and support our products/services. • Pipeline Management: Track and manage sales opportunities and pipeline within partner accounts to achieve sales targets and expand our market reach. • Performance Analysis: Analyze partner performance, identify areas for improvement, and implement strategies to maximize revenue growth and profitability. • Market Development: Identify and prioritize new channel opportunities and potential partnerships to expand our channel ecosystem. • Collaboration: Coordinate cross-functionally with sales, marketing, product management, and support teams to ensure alignment on channel strategies and execution.

• 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

• Evangelize technical leadership to our customers and partners. • Provide architectural design services of state-of-art SDWAN deployments, including HLD/LLD documentation. • Perform hands-on tests to validate customer proof-of-concept setups, network designs, and network deployments using new products and feature. • Provide Professional Services on assignment bases to strategic customers. • Author whitepapers, knowledge base articles, and other customer/partner facing content.

• 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 (with internal and external partners). • Develop and maintain a strong partnership with all Versa Networks staff, specifically with Sales Engineers and technical support staff. • Develop a strong understanding of the customers’ technology infrastructure in the WAN, LAN and branch, strategy and business requirements. • Partner to create successful proposals and presentations in response to RFPs and other customer needs. • Drive a territory strategy in alignment with Versa Networks software and security strategy. • Accurately forecast POC, sales figures and projections. • Consistent communication with Versa Networks sales leadership. • Manage accurate data and record keeping in Salesforce to increase customer satisfaction and brand penetration. • Attend trade shows, meet-ups and other activities to raise Versa Networks’ presence in the industry. • Successfully negotiate with internal and external partners and end-user customers. • Manage customer relationships post-sale; including a strategy to close repeat business

• 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. • Strong interpersonal and relationship-building skills with a proven ability to work effectively with diverse teams and stakeholders. • 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. • Ensure all Versa channel partner sales and SE’s are certified on Versa portfolio. • Conduct field marketing events and campaigns to drive net new pipeline, conduct prospecting events, participate in seminars & tradeshows. • Manage opportunities with channel partners through the various sales stages to achieve quota. • Work with Marketing Team to drive marketing sales campaigns and programs with key partners while also ensuring that all Opportunity Registration and ROI are associated with these campaigns and programs. • 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.