• Identify, develop, and close new business opportunities across existing clients • Develop and execute sales and campaign strategy tailored to automotive and manufacturing • Manage the full sales lifecycle, from prospecting and qualification through proposal, negotiation, and contract closure • Build and execute strong enterprise account plans • Build and sustain long-term relationships with C-suite and senior technology leaders • Collaborate with solution architect, and marketing teams to create compelling ABM campaigns and pipeline • Lead client presentations and proposals articulating Gorilla Logic’s value • Drive the contracting process for both new and renewal business • Maintain accurate pipeline forecasts and CRM hygiene • Represent Gorilla Logic at industry events • Stay informed about industry trends and emerging technologies

• Meet or exceed individual and corporate revenue targets • Generate qualified leads through direct prospecting, relationship development, and referral partnerships • Build and maintain long-term relationships with customers, vendors, and referral sources in your territory • Educate customers and partners on the company’s financing solutions and value proposition • Collaborate with underwriting, operations, and funding teams to ensure smooth and timely deal execution • Serve as a trusted industry resource for customers and partners

• Responsible for growing new, prospective Trimble Architecture, Engineering, Construction and Owner (AECO) software customer accounts • Help grow current customer accounts when needed • Collaborate with Account Executives to discover customer needs, uncover pain points and demonstrate how specific Trimble products can address their business needs • Help the customer or prospect end to end through their buying process • Collaborate with Account Sales Executives in finding, researching, developing, and closing leads/prospects for a specific Trimble AECO software subscription product • Communicate with prospective customers to uncover their needs and identify sales opportunities • Keep up with product information and enhancements as well as relevant industry updates • Build opportunity and pipeline for a specified product through collaboration • Collaborate and assist in research, development, and maintenance of long and short-range sales and territory plans • Close sales and achieve sales targets (quota)

• Maximize high-value sales into Federal Civilian Agencies, like Homeland Security, Dept. of Transportation, and NASA. • Cross- and up-selling, closing new business, and building long-term relationships. • Position oneself as a thought leader and trusted advisor within assigned your accounts. • Understanding their structure and hierarchies, while identifying the priorities, objectives, and motivations of multiple key stakeholders. • Lead a complex sales cycle, orchestrating and leveraging cross-functional teams (e.g., Sales Engineering, Marketing, Product, Sales & Executive Leadership) ensuring alignment throughout the sales journey, while delivering business value and maximizing customer satisfaction. • Successfully manage a multi-month sales process, consisting of multiple stages, evaluations and approvals. • Breaking a long sales cycle down into smaller milestones and continuously tracking your progress. • Communicate and demonstrate the value of the Riverbed Platform, highlighting the ROI, and building a business case that helps decision-makers understand the long-term benefit of the platform. • Implement and execute an effective account management strategy. • Understanding each account’s unique challenges, then tailoring a solution that aligns to their needs and goals.