• Generate revenue from subscription license sales, service sales and maintenance services • Work within an assigned multi-state territory of mid-market companies ($400M - $100B+) • Steer the execution of the sales cycle • Identify and manage various indirect sales channels • Sell directly to executive-level decision-makers • Utilize business partners to supplement offerings and provide implementation services

• Act as a strategic partner to established customers by providing consistent guidance • Build and maintain strong relationships through proactive collaboration • Conduct regular customer business reviews • Collaborate with Sales Development Manager ID, Health System Executive, and others • Develop and execute strategic account plans • Use sales metrics and standardized tools to document sales processes • Ownership of sales funnel (SFDC) and account analysis (PowerBI) • Responsible for contract negotiation, pricing, and customer service

• Drive net new sales and incremental bookings of existing accounts for a complex suite of Skyhigh Security products • Responsible for developing direct sales opportunities • Evaluate customer requirements and create tailored customer solutions • Create a prospecting strategy to identify potential customers • Develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts • Manage the sales process and leverage internal technical resources as needed • Analyze the customer environment and collaborate with technical resources to close sales opportunities • Work closely with customers to drive POCs and POVs • Upsell and cross sell Skyhigh Security products and solutions based on customer needs • Generate demand with channel partners, resellers and end-users • Develop relationships internally with key stakeholders and present at multiple levels within an account • Develop account and opportunity plans to improve account strategy

• The Commercial Account Manager will be responsible for driving net new sales and incremental bookings of existing accounts for a complex suite of Skyhigh Security products, solutions, and services within the assigned territory. • The role requires knowledge of security technologies, competitors, and the ability to generate value by delivering successful solutions to customers. • The Commercial Account Manager is responsible for developing direct sales opportunities, evaluating customer requirements, and creating tailored customer solutions that lead to new bookings. • Create a prospecting strategy to identify potential customers, develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts that achieve quarterly sales quotas. • Manage the sales process and leverage internal technical resources as needed to meet customer requirements. • Analyze the customer environment, scope customer requirements, and collaborate with technical resources to close sales opportunities. • Work closely with customers to drive POCs and POVs. • Upsell and cross sell Skyhigh Security products and solutions based on customer needs. • Generate demand with channel partners, resellers and end-user customers to grow mindshare, product awareness, and business relationships. • Develop relationships internally with key stakeholders. Engage and present at multiple levels within an account including CISO, key stakeholders and board level. • Develop account and opportunity plans to improve account strategy. • Maintain customer satisfaction. • Develop relationships with our channel and service partners to create strategic opportunities.