• Conduct personalized presentations based on client needs • Prepare and deliver product demos • Handle customer inquiries and follow-up tasks • Collaborate with the Sales team and other professionals

• Identify and pursue net-new logo opportunities • Conduct strategic discovery to align cybersecurity needs • Engage channel partners in joint go-to-market motions • Own and grow key enterprise accounts across multiple verticals • Drive upsell, cross-sell, and renewal opportunities • Build strong, multi-threaded relationships across technical and executive audiences • Act as a trusted advisor, delivering insights and value • Partner with Customer Success for onboarding and support • Navigate complex, multi-stakeholder sales cycles • Apply MEDDPICC and value-based selling frameworks • Develop and present compelling proposals • Use Salesforce, Clari, and Gong to manage pipeline health • Handle objections and pricing conversations • Meet or exceed quarterly and annual revenue targets • Maintain a deep understanding of cybersecurity trends • Provide market feedback to internal teams

• Lead and further develop a sales team, including recruiting and structured onboarding • Manage, expand and actively develop the sales pipeline • Optimize and enforce pricing and terms strategies to improve margins • Acquire new customers and leverage cross- and up-selling opportunities • Participate in national and international working groups and technical committees • Conduct price negotiations for large orders, participate in project meetings and provide customer consultations • Take part in weekly and monthly management and steering meetings • Prepare and analyze revenue, profit and performance metrics • Closely coordinate with Marketing and Product Management to plan and implement campaigns • Personnel development within the team as well as responsibility for recruiting, onboarding and resource approvals (IT, company cars, expense allowances) • Increase sales efficiency through consistent use and continuous development of the CRM system

• Perform outbound cold calls to generate leads and new sales opportunities • Respond to inbound requests as assigned • Mine existing accounts for expansion opportunities across the Inmar portfolio • Secure calls/meetings; prepare and deliver product presentations, including product demonstrations online • Identify key decision makers within the client’s team • Own the account renewal/resale process, unless the account is re-assigned • Develop innovative networking skills to drive pipeline development at the decision-making level • Document new opportunities in salesforce.com; properly disposition assigned opportunities and manage follow up tasks appropriately • Generate special reporting as needed • Provide support and assistance to manager and team members; effectively engage other internal resources when needed • Serve as an internal sales resource to non-sales departments as requested