• Drive and orchestrate large complex sales cycles and work with our internal partners and teams to best serve the customer • Identify business challenges and create solutions for prospects and our customers • Understand the competitive landscape and customer needs to effectively position the portfolio of Palo Alto Networks solutions • Create clear goals and complete accurate forecasting through developing a detailed territory plan • Leverage prospect stories to create a compelling value proposition with insights into value for that specific account • Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services • Identify problems, review data, determine the root causes, and provide scalable solutions • Cultivate relationships with our channel partners to bring channel-centric go-to-market approach for our customers • Travel as necessary within your territory, and to company-wide meetings

• Own partnership strategy across distribution, tech integrations, and professional channels • Source, negotiate, and close partnerships; manage relationships end-to-end • Navigate enterprise onboarding: security reviews, compliance, procurement • Drive pipeline through the referral program and co-selling with Sales • Partner with Product to evaluate and launch technology integrations • Report performance and pipeline to ELT; represent Vanilla at industry events

• Maintains current customers and acquires new customers by meeting or exceeding goals for territory revenue, growth objectives, account retention and customer service functions via telephone and periodic sales calls and presentations. • Builds relationships with current customers while growing the revenue and profits through service changes and price increases. • Communicates regulatory compliance issues to customers. • Implements sales strategies to maximize revenue and profits through maintenance and penetration of existing customers. • Resolve problems and coordinate customer needs with Field Operations and/or Customer Service group. • Works as liaison between customers and accounts payable department for collection of receivables when requested. • Assists with coordination and implementation of Regional and National account sales activities. • Sell in a highly consultative manner, with ability to articulate the company value-proposition and the benefits of working with Clean Earth brand over other traditional waste services companies and direct competition. • Creates presentations for key sales customers and prospects. • Coordinate the development of sales objectives, territory and account selling strategies and ensures their execution. • Completes territory routing plans, territory forecasts and customer business reviews. • Develop account specific strategies and plans -- and execute against those plans -- to win national and regional in the manufacturing and industrial market space. • Provide management with information used to evaluate regional & national opportunities. • Promotes customer brand loyalty by participating in or joining regional/national professional organizations that serve the regional marketplace and/or consumers. • Make daily calls on new prospects within the targeted territory geography, along with identifying leads via a variety of internet websites, networking, key vendors and peers within local and national organizations. • Monitor and communicate sales performance against goals through approved performance metrics. • This is a combined hunter and farmer sales position, managing a BOB while driving territory growth through new business prospects. • Perform other reasonably related tasks as assigned by management

• Break into net-new F100 accounts to displace incumbents • Establish Ciena as the "connective tissue" for AI scale • Partner with neoscalers to power niche market expansions • Navigate complex organizational structures to build credibility • Orchestrate internal resources to deliver winning proposals