• Work in tandem with a Field Key Account Rep to support and grow ShareFile’s top customers • Manage day-to-day sales activities, drive pipeline through targeted outreach, and support account execution to ensure ongoing value for our enterprise clients • Partner with Field Key Account Reps to execute territory and account plans, helping drive expansion, renewals, and overall account growth • Support outbound prospecting into named accounts via phone, email, and LinkedIn to generate meetings and build pipeline • Re-engage inactive or at-risk customers, identify upsell/cross-sell opportunities, and help shepherd them through the sales cycle • Manage all assigned ShareFile Key Account renewals, ensuring proactive customer engagement and on-time closures • Map account stakeholders and identify decision-makers using tools and research to enable multi-threaded selling • Coordinate product demos and discovery calls, supporting Field Reps with customer engagement and prep • Serve as a key point of contact for day-to-day questions and follow-ups, helping ensure a seamless customer experience • Collaborate cross-functionally with Marketing, Customer Success, and Product to drive account-based motions

• Managing all GT activities at assigned industry account on a global basis • Develop and implement a comprehensive strategic account plan • Assist in development of new product idea generation for SOM gain and SAM expansion • Support recruitment, selection, orientation, training, and development for territory sales • Provide direction and influence to an account team without direct authority or line of reporting through frequent communication • Work with cross-functional team to provide expertise and local sales contacts • Partner with Industry & Commercial Analysts for total GT business potential development • Monitor sales activity against forecast • Enhance the quality and quantity of strategic relationships within industry account to maximize business opportunity • Coordinate all global activities with relevant persons of industry account and GT • Act as internal change agent to garner resources that meet the needs of the industry account • Provide customer insight and requirements towards developing product roadmap • Monitor and report on progress vs. plan

• Develop and implement sales strategies to grow assigned territory or region • Develop and maintain relationships with existing and potential customers as well as manage sales processes • Achieve sales targets from existing or new accounts/customers aligned with business initiatives • Drive sales growth of Honeywell Commercial Fire control products through a network of Honeywell distributors while working directly with existing contractor customers, consulting engineers and end users • Develop new business relationships and generate sales of comprehensive solutions offering extensive line of fire control and notification products • Maintain and provide reports on opportunity status using our customer relationship management system

• manage established customer relationships focused on expanding use of Akamai Cloud • lead go-to-market strategies for Mid-Market and SMB customers • partner with Pre-Sales, Product, and Marketing to identify opportunities, build pipeline, and close deals • champion Akamai's Cloud Computing vision and value proposition with Customers, Partners and internal Akamai stakeholders • develop Mid-Market sales plan to meet revenue/pipeline targets