• Maintain and grow existing client base including expansion of new offerings. • Drive specific product revenue in the territory. • Build strong, lasting relationships with customers by understanding their needs and business objectives. • Perform outbound contact to existing customers to sell additional solutions. • Acquire and maintain a working knowledge of the complete capabilities of our solution offerings. • Convert customer challenges into new opportunities. • Maintain an active pipeline of forecasted opportunities to meet monthly, quarterly and annual quota objectives. • Improve overall customer satisfaction in assigned customer accounts. • Work with various groups within Adobe (Product, Marketing, Finance and Engineering) to provide customer feedback and drive revenue opportunities in the region.

• Target and engage global enterprise marketing, brand, and digital teams to identify challenges and opportunities across social media strategy, execution, and governance. • Proactively research, identify, and cultivate new business opportunities within assigned accounts using Salesforce, Outreach, ZoomInfo, and Gong. • Lead high-impact discovery conversations with inbound prospects and outbound leads sourced via SDRs, referrals, and strategic outreach. • Build and manage a strong sales pipeline to consistently meet or exceed quarterly and annual revenue targets. • Collaborate closely with marketing to refine outreach strategies, messaging, and campaign alignment. • Develop and deliver tailored presentations showcasing Social Element’s social strategy, community management, intelligence, and paid capabilities aligned to each prospect’s business objectives. • Partner with solutions, strategy, and delivery teams to scope, price, and close complex global social media engagements. • Work with Client Success teams to identify and secure expansion opportunities within existing customer relationships. • Continuously refine sales messaging, vertical positioning, and consultative selling approaches through training and market insight.

• Own a portfolio of named enterprise accounts within an assigned region • Map complex organizations, identify buying centers, and engage senior executives • Develop and execute multi-year account plans focused on new logo acquisition, expansion, upsell, and cross-sell opportunities • Carry an annual quota tied to new business and expansion revenue • Build and manage a high-quality pipeline across assigned accounts • Lead complex deal cycles from discovery through close • Conduct value-based discovery aligned to customer business outcomes

• Own and exceed annual sales targets for the Geospatial portfolio through proactive demand generation and account management. • Evaluate and optimize the distributor network; identify geographic or technical gaps and recruit/develop partners to fill them. • Lead the mindset shift for traditional 'box-moving' distributors, coaching them to adopt value-added solution selling and recurring revenue business models. • Conduct rigorous Quarterly Business Reviews (QBRs) and maintain high-accuracy weekly/monthly pipeline forecasts within Salesforce. • Utilize data analytics to evaluate marketplace potential across all segments, ensuring dealers are equipped with local strategies, training, and optimized inventory for new product releases. • Serve as the bridge between technical hardware solutions and software ecosystems, ensuring a seamless 'One Trimble' experience for the end user. • Manage and support channel partners to ensure they have the resources and knowledge needed to sell our products effectively. Provide training, support, and marketing materials to channel partners. Monitor channel performance and implement strategies to improve sales outcomes.