• Identify, prospect, and generate new business opportunities within large enterprise accounts across various verticals, including finance, healthcare, government, retail, and others. • Develop and implement targeted strategies for acquiring new customers by understanding their security challenges and positioning our Manager Security Services, Professional Security Services, and Identity Services as effective solutions. • Engage with prospective customers to assess their needs and recommend tailored security solutions that align with their business objectives. • Use both inbound and outbound techniques to identify potential leads, including cold calling, email outreach, social selling, and leveraging industry contacts and events. • Manage the entire sales cycle, from prospecting to qualification, needs assessment, solution presentation, negotiation, and closing of deals. • Build and maintain strong relationships with decision-makers at the enterprise level, including C-suite executives, IT managers, and other key stakeholders. • Work closely with cross-functional teams, including sales engineering, marketing, and customer success, to ensure the delivery of a seamless customer experience. • Stay informed about industry trends, emerging threats, and competitive offerings to effectively position our security solutions in the marketplace. • Maintain accurate records of sales activities, opportunities, and forecasts in CRM software (e.g., Salesforce) to track progress toward sales goals and pipeline management.

• Achieve monthly, quarterly and annual sales, revenue, and productivity targets • Quickly progress opportunities by demonstrating mastery of TrueML products and conducting highly effective discovery and sales meetings • Conduct discovery calls, presentations, and product demonstrations with prospects and customers • Deliver expertise in virtual presentations, online web demos, remote and onsite sales processes • Unearth new sales opportunities through cold calling • Demonstrate value to key stakeholders within the prospect companies during fast-moving, potentially complex sales cycles • Maintain impeccable Salesforce.com hygiene • Learn the TrueML way, and deliver results by adhering to our proven sales process and standards

• Responsible for selling technical diagnostic products to laboratories via telephone as part of a specialty point of care team assisting in meeting and exceeding the sales and growth goals as determined by sales management. • The position requires a high degree of organization and communication skills. • The position must provide coverage and develop the best possible market penetration to existing and prospective accounts in an assigned territory using phone calls, emails, letters, faxes, and other company resources. • Expectation is to meet and exceed sales and call goals. • Individual must be able to relocate and transition into a field representative - Account Executive (AE) or Regional Point of Care Specialist (RPOC) position within 18-24 months of being in the Inside Sales role. • Maintain thorough knowledge of competitors. • Maximize the number of sales calls per day as determined by management. • Use CRM to maintain up to date customer and territory records in accordance with company policy and procedures. • Complete and submit sales reports as required by Sales Management.

• Developing assigned agencies by promoting Portfolio products • Maintaining the company’s philosophies and principles • Working with Portfolio staff to ensure the success of assigned agencies • Providing professionalism and enthusiasm as the point of reference for concerns and issues • Working with management and Client Relations teams to develop processes for current accounts’ growth • Taking immediate action to meet the needs of clients • General Management of current assigned agencies • Proper delegation of work through teams • Conducting Retro/Reinsurance and custom dealer presentations • Managing assigned agencies Dealer’s remittance trends and attrition for current dealers • Keeping expenses within established guidelines • Collaborating with accounting and Claims departments on issues related to assigned agencies • Taking ownership of changes and managing change positively • Traveling 70-80% of the time (air, road, etc.) • Other job duties as assigned