• Leverage entrepreneurial drive and a broad strategic perspective to build and grow our business by leading a sales team, and selling our solutions into a wide range of companies. • Strategically and efficiently address business development challenges by developing and executing sound internal processes from the ground up, and leading teams to achieve targets. • Assume overall responsibility for the direction of all growth efforts for BeyondTrust in the region. • Identify, develop, and lead talent within the East Region. This includes hiring, training, planning, directing and coordinating the activities of account managers as assigned to drive revenue growth and profitability in alignment with company-wide objectives. • Build the pipeline for organic growth by ensuring excellence in the planning and delivery of full life cycle business development activities. • Provide timely and accurate forecasting of developing opportunities, pipeline, and revenue on a quarterly basis. • Understand how this function and team integrates into and impacts the rest of the organization and leverage these resources and relationships to help enable success. • Provide the critical linkage between the long-term strategic plan of the company and near-term new business actions within the region. • Partner with operational and functional peers to ensure effective use of resources, and collaborate with counterparts across the company, including sales enablement, marketing, pre-and post-sales support, contracts, and engineering to ensure best of breed solutions are brought forward to customers and BeyondTrust is appropriately positioned for strategic, enterprise-wide campaigns. • Direct the establishment of objectives, the development of short and long-range strategic plans and the identification of strengths and weaknesses of business opportunities for assigned sales executives and professionals. • Provide negotiation assistance, training, and counseling, in addition to assigning accounts, territories and sales quotas based on individual goals, capabilities, and pipeline activity. • Assume comprehensive accountability for revenue growth and profit margins consistent with corporate objectives. • Identify and recommend business process adjustments.

• Execute accurate worldwide sales commission calculations, reporting, and first-tier end user support using compensation analytics tools. • Investigate and resolve compensation issues by tracking, researching, and providing clear analysis to stakeholders. • Interpret and apply all sales compensation plans, ensuring calculations are correct and plan participants are accurately credited for their transactions. • Track and report on commission plan acceptance and related documentation to support compliance and timeliness. • Partner with Sales, Sales Operations, and Finance to validate data, clarify policies, and align on compensation decisions. • Identify, recommend, and implement process improvements that increase efficiency and reduce manual work in commission operations. • Support SOX compliance through thorough documentation, controls testing support, and audit-ready reporting. • Prepare ad hoc analyses and contribute to projects that enhance the effectiveness and scalability of GitLab's sales incentive programs.

• Sell Littelfuse products and achieve or exceed a given sales forecast by developing appropriate sales strategies in the territory. • Develop and maintain strong relationship at Key Customers and Key Distributors in line with our Market Segment strategy. • Manage and motivate our network of Manufacturer Rep Firms in the South-Central Region. • Train Sales Reps on new products and implementation of all technologies into a wide range of applications. • Maintain the existing distribution network. • Support distributors in their purchase activities. • Stimulate and motivate the distributors’ sales staff. • Give sales training to the distributors’ employees. • Develop and oversee Creation and Management of New Business Opportunities for the region. • Understand emerging trends or technologies, which may impact Circuit Protection, Sensor and Power Control solutions. • Stay on top of product-market developments and report about these. • Initiate new applications for Littelfuse products. • Initiate new product developments. • Provide Product Management with competitive market information. • Assist with coordination of territory visits by Littelfuse Sales-, Product- and Marketing Managers. • Conduct appropriate action to accomplish full customer satisfaction (in particular in case of bottlenecks, problems or customer complaints).

• Lead strategic growth across a broad portfolio of retail accounts • Own and grow existing accounts while identifying and pursuing new business opportunities • Build senior-level customer relationships and guide complex commercial decisions • Collaborate with Product Management, Marketing, Finance, Planning, and Customer Advocacy