• Focus on lead qualification and closure for successful sale • Sell a subset of product or services directly or via partners to a customer’s base (provided target account list) in designated team/squad. • Involve specialists when needed for particular aspects of overall sales (e.g., SE for demo) • Develop solution proposals encompassing all aspects of the application. • Manage sales through forecasting, account resource requesting, account strategy, and planning. • Participate in the development, presentation, and sales of a value proposition. • Negotiate pricing and contractual agreement to close the sale. • Maintain client relationships by collaborating with AMs, CSEs or Inside Sales team to sell and maintain account health • Work closely with BDR teams to take over the lead • As required cross sell for existing accounts on complicated deals (e.g., renegotiation)

• Manage pipeline by proactively leading prospects through the sales process using MEDDPICC & Challenger Sales methodologies • Develop and execute strategies for acquiring net-new customers and grow Articulate revenue in existing customers in your assigned territory • Develop a deep understanding of Articulate 360 and demonstrate competency around other Articulate product • Take control of the sales process by understanding prospect pain points, challenging prospect assumptions, creating constructive tension, providing commercial teaching, and closing Articulate 360 sales • Teach prospects about their industries and offer unique insights that cause prospects to think differently about their business • Conduct needs analysis with prospects and provide product demonstrations that solve the needs of the prospect • Use insights and consultative selling techniques to teach prospects about their industry and offer unique perspectives on their business, linking back to Articulate solutions • Create quarterly territory plans that outline your outbound and inbound strategies • Create sales quotes, negotiate with prospects, and explain Articulate subscription options that meet the needs of prospective customers • Meet (and exceed) revenue goals • Work cooperatively with other Articulate teams to deliver an exceptional customer experience • Keep current with existing and new apps as well as industry trends • Available during requested business hours, Monday - Friday to respond to incoming sales inquiries (unless prior approval from management has been given) • Other sales duties as assigned

- Identify, qualify, and pursue new B2B or B2C sales opportunities through outbound prospecting and lead follow-up - Conduct consultative sales calls, virtual demos, and service consultations tailored to client needs - Build and manage a robust sales pipeline through the full sales cycle—from outreach to close - Meet and exceed monthly and quarterly sales targets and KPIs (calls, emails, meetings booked) - Maintain accurate records of activities, leads, and results in CRM platforms like HubSpot or Salesforce - Collaborate with marketing to improve lead quality, follow up on campaigns, and align messaging - Research and personalize outreach using tools like LinkedIn, Apollo, Crunchbase, and relevant directories - Stay up to date on industry trends, competitive offerings, and client feedback to improve sales strategy

• Lead local execution of locksmith programs to targeted Locksmith accounts supported through Wholesale distribution • Provide focus and local sales execution on Channel Led programs and products to targeted accounts • Develop strong working relationships and provide support with targeted indirect and direct accounts • Develop joint business plans at targeted accounts • Establish a regular call pattern with indirect and direct accounts • Provide regular feedback to locksmith channel team on indirect and direct channel partner needs for growth • Understand business and market dynamics in assigned territory • Consult and train partners on product and solution applications • Attend local and regional trade shows, conferences, and association events • Ability to partner with customers and internal cross-functional teams • Maintain awareness of all Allegion policies, guidelines, and procedures and ensure compliance