• Develop and execute account strategies/ business plans that align SSC use case solutions to Department of War (DOW) initiatives, which result in qualified opportunity • Develop GTM demand creation strategies for the respective Federal Territory with other cross functional resources within SSC to align customer interest, adoption and retention. • Qualify and understand target prospects security priorities and provide compelling, differentiated association to SSC offerings. • Establish relevance with key DOW economic buyers and technical decision makers, typically at the PEO, CIO, CISO and CAO level • Leverage agency knowledge and market intelligence to drive actions that generate sales outcomes. • Exceed pipeline creation targets, booking targets and revenue quota targets • Track, forecast, coordinate and report on sales opportunities • Establish and manage true business partnerships with key channel partners such as Resellers and MSSP’s, focused on customer success • Coordinate local strategic marketing activities tied to the business's goals w/ clear ROI • Have strong problem resolution skills which enable you to proactively identify a potential issue, escalate a suggested resolution and collaborate to resolve the issue in conjunction with the SSC PS team • Have strong presentation skills and be able to present SSC value proposition succinctly one on one and one to many independently • Manage region like your own business while working strategically as a teammate with your peers and partners • Project professionalism and dedication to customer and partner success • Accurately forecast and capture details in internal systems and reporting • Operate with the highest ethical standards

• Targeted acquisition of new customers throughout the Berlin area • Ensuring compliance with sales targets for the region • Handling and prioritizing leads: qualified point of contact for customers and partners, including C-level • Implementing activities to support the achievement of personal acquisition targets • Ensuring optimal utilization of existing customer potential • Responsible for relationship management with decision-makers, including independently planning customer visits • Close collaboration with the sales and marketing teams: preparing proposals, managing tenders/RFPs, and negotiating contracts

• Prospect and generate pipeline: Drive outbound activity, referrals, events, and partner-sourced leads; maintain a healthy 3–4x pipeline coverage. • Close new business: Consistently close 4 or more new accounts per month with SMB owners. • Manage the full sales cycle: From first outreach to first payroll run, including discovery, demos, proposal development, and close. • Build referral partnerships: Develop relationships with CPAs, insurance brokers, financial advisors, and banks. • Forecast accurately: Maintain strong CRM hygiene, deal-stage accuracy, and weekly forecasting. • Collaborate cross-functionally: Partner with Customer Success to ensure smooth onboarding and strong early retention. • Provide market feedback: Share insights from the field to inform product, messaging, and go-to-market strategy.

• Leverages Business Acumen to consistently meet or exceed established sales targets and territory performance through account prospecting, new business acquisition, and execution of metrics including managing monthly budget • Establishes customer relationships through a consultative sales approach and develops a trusted advisor relationship with the ECP to enable growth of their branded product sales and their overall business • Utilizes corporate tools and applications to effectively plan territory strategies, document key actions, monitor progress and achieve sales objectives • Collaborates closely with Lab Partners, Customer Service, Marketing, Revenue Management and other internal departments to ensure successful customer relations and achievement of sales objectives • Exhibits a growth-oriented mindset by actively seeking and applying feedback via ongoing communication with their District Sales Manager, demonstrating openness to coaching and a commitment to continuous improvement • Manages territory sales budget with emphasis on sales volume and strategic initiatives while effectively managing expenses • Opens new opportunities through account prospecting and creating new business acquisitions via cold calls and effective analysis • Utilizes tools including Sales Force and Power BI to effectively plan and carry out territory activities to drive sales • Develops and manages the customer pipeline to project future sales volume in collaboration with Business partners • Varies professional selling approach based on segmentation, audience and ECPs’ business needs • Accountable for detailed business plans customized for the customer including the business plan with clear and measurable goals • Analyzes performance outcomes, adjusts business plans accordingly, and develops strategic initiatives for all accounts; collaborates with the District Sales Manager to review and refine plans on a quarterly basis • Maximizes Customer loyalty through monitoring marketplace trends, competitor activities, customer demographics and needs to identify opportunities and bring value to customers • Trains existing and prospective accounts on Hoya Vision Care’s premium branded products and promotions through ongoing communication and touchpoints • Helps the ECP improve their Customer’s experience through evaluation, observation and identification of customer touch point • Routinely provide updates regarding products, pricing, timely customer feedback and HOYA Business Reviews