• Own and Develop Account Plans: • Risks & Opportunities ( Customer landscape including corporate objectives, business strategies, buying centers, L&D initiatives with competitors, tech stack) • Relationship Map (Targeting relationships with C-level, VP, Executive Owners ) • Action Plan • Document and maintain in Salesforce, including customer mapping, whitespacing of opportunities, and related action plans • Identify, build, and cultivate executive level customer relationships • Identify New Group opportunities • Own EBRs (partnering with Account Manager), ensuring customer Executive level attendance and strategic focus on outcomes and growth opportunities. • Partner with Account Manager on health checks, staying informed about relationships and strategy. • Negotiate expansion contracts, as well as complex renewals (changes in legal terms, etc) • Pipeline development responsibilities including: • EBRs, Client Summits, Client Visits, Loss/Re-engage opportunities from the trailing 24 months or longer and general prospecting to gain access to Executive stakeholders in current and new business groups within assigned accounts

• Identify, engage, and convert high-value target accounts through cold calls, emails, LinkedIn, and other outbound tactics. • Qualify prospects (e.g. Partnerships Heads/VPs) to ensure strong needs alignment with their platform. • Book and lead compelling product demos that communicate the value of the platform solution. • Own and manage the full sales cycle, from first contact to close. • Maintain and update all prospect interactions in HubSpot CRM. • Consistently achieve and exceed monthly and quarterly sales targets. • Develop deep industry knowledge to position the company as a trusted advisor. • Understand customer pain points and tailor solutions to their needs. • Build and nurture relationships with partner managers, sales leaders, and revenue teams. • Stay informed on industry trends, competitor offerings, and emerging technologies to refine sales strategies. • Provide feedback to the product team based on customer insights and requests.

• Develop a thorough understanding of our operations from new client implementation, customer service, graphics, procurement, daily production, key metrics, accounting, billing, IT development, and support. • Under general supervision, solicit business from customers/prospects by calling/cold calling regularly to maintain and develop strong buying relationships with key decision makers. • The associate must remain flexible and proactive in dealing with changing priorities. • The associate will gather data, analyze programs, problems, and products, and utilize consultative selling and negotiation skills in building value-added relationships both internally and externally. • The associate will remain knowledgeable about our programs, products, market conditions, and competitors and keep management informed of trends and customer expectations to assist in new product/program development. • Make effective presentations and host new product/service webinars. • Limited travel may be required to attend and participate in trade shows. • Performance is measured by increased dollar sales, current and accurate customer information, ability to develop contacts and relationships, and the further enhancement of CPI’s image and market position.

• Serve as the primary specialist for customers, partners, and internal teams to drive revenue growth across the security operations product portfolio • Partner with domain-expert solution engineers to capture customer requirements and craft compelling value propositions that close complex business deals • Own the regional quota and territory achievement by building and implementing account-based strategies to land and expand data security solutions • Collaborate synergistically with primary sales teams and leadership to ensure a unified and effective Zscaler presence in the market • Engage stakeholders across the organization, selling effectively to both C-suite executives and technical practitioners