• Own full-cycle sales for public safety and SLED accounts • Run discovery with police, fire, EMS, and public sector leaders • Translate real-world workflows into clear product value • Work closely with leadership on deal strategy and positioning • Operate with speed, clarity, and minimal bureaucracy • Feed customer insight back into go-to-market decisions

• Build pipeline from targeted outbound lists • Book meetings and run discovery with fleet and training leaders • Progress opportunities and close deals • Navigate light procurement and occasional RFPs • Keep deals and next steps clearly documented • Travel to conferences or onsite meetings about monthly

• New Business Development: Prospect, qualify, and close new business across commercial and mid-market accounts. Drive opportunities from first meeting through technical validation, pricing, and close • Expand and Retain Accounts: Manage relationships with strategic customers, identifying opportunities to cross-sell, upsell, and deliver measurable value. • Articulate Value: Become an expert in communicating MinIO’s benefits to technical and business stakeholders, focusing on business impact and customer success. • Collaborate Cross-Functionally: Partner with internal teams, including product, marketing, and customer success, to deliver seamless customer experiences. • Pipeline and Forecast Management: Build and manage a healthy pipeline with disciplined forecasting and deal hygiene • Use MEDDPICC (or similar) to qualify deals and drive predictable outcomes • Maintain accurate pipeline, forecasting, and activity tracking in Salesforce • Collaborate cross-functionally with Field Architects, Marketing, Customer Success, and Product • Consistent quota attainment with strong pipeline coverage • Ability to move complex, technical deals forward with urgency and clarity • High-quality discovery that uncovers real customer pain and expansion potential • Trusted advisor status with customers building modern, scalable data platforms

• Negotiate, close and win new business and existing customer extensions through excellent sales execution • Design and implement regional & industry-based market strategies for Atmosera’s solution offerings • Identify and develop relationships with key corporate C-level and Senior Leadership representatives through prospecting, Microsoft Seller engagement and Microsoft Programs • Develop and maintain strong, trusted and mutually beneficial relationships with Microsoft Field Representation, and the wider Microsoft community • Learn and understand business and technical requirements of clients to sell effective solutions that drive business value and a clear customer ROI • Be the quarterback; Manage all phases of the sales cycle, including lead identification and qualification, scope construction, proposal development and client presentations • Build and maintain a strong sales pipeline and forecast accuracy through discovery calls and joint meetings with Microsoft Sellers • Drive client awareness across all three service lines focusing on a balanced business approach across the clients Azure solutions • Holistically understand an account’s current technology platform and help shape plans to move to cloud-based solutions. Become the trusted cloud advisor for your assigned portfolio of accounts and region • Successful positioning to Microsoft Sellers around Atmosera’s solutions; focused on Application Innovation, Advanced Data Services and AI, DevOps, Security & Cloud Architecture