• 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.

• Build and execute sales strategies to drive new business for Coupa Business Spend Management solutions • Prospect, qualify, and manage a strong pipeline of enterprise opportunities • Lead complex, multi-stakeholder sales cycles with C-level executives • Engage multiple departments to identify business challenges and align value-based solutions • Develop customer roadmaps to support adoption, expansion, and long-term account growth • Collaborate closely with Coupa sales teams to co-sell and jointly close opportunities • Create and deliver compelling proposals focused on ROI and total cost of ownership (TCO) • Forecast pipeline and revenue accurately and consistently • Partner with internal delivery teams to scope and position implementation and services offerings • Represent the company at industry events, conferences, and user groups • Serve as a sales leader and mentor, supporting sales managers and contributing to overall sales strategy • Work across multiple lines of business within Jabil to generate cross-selling opportunities

• Prospect, engage, and close net-new membership business; success is measured solely on new revenue. • Sell directly to senior-level decision-makers through outbound and inbound new-business efforts – no existing accounts or renewals. • Own the full new business sales cycle from first outreach through signed agreement; responsibility ends at close. • Use CRM tools to manage prospecting activity, pipeline, and closes only. • Partner with marketing to convert campaigns and leads into closed new business. • Maintain deep knowledge of Ragan’s offerings to position value and drive closes.

• Own the full sales cycle for mid-market prospects, from initial engagement through close • Drive new logo acquisition within companies generating $25–$500MM in annual revenue • Manage a high-activity pipeline with multiple opportunities in flight simultaneously • Lead thoughtful discovery conversations focused on supply chain optimization, data organization, IT management, and EDI requirements and scalability. • Sell into logistics-driven organizations, including supply chain, retail suppliers, and brands selling into major retailers • Partner closely with Solutions Engineers to align technical capabilities with business outcomes • Navigate multi-stakeholder buying groups across operations, IT, finance, and executive leadership • Maintain strong pipeline hygiene, forecasting accuracy, and CRM discipline • Identify recurring themes, objections, and use cases to help strengthen sales execution and messaging • Represent Orderful as a credible, trusted partner throughout the buying process