• Manage all national sector-specific activities for the hospitality sector, including the development and organization of business plans • Contribute to shaping the sector strategy, including planning and executing related promotions • Act as the interface between customers and internal specialist departments • Maintain continuous contact with all key accounts; plan customer interactions with regular business reviews (quality and frequency of contacts) • Provide indirect leadership and coaching to account advisors and coordinate staff deployments • Continuously analyze the sales development of assigned customers and initiate measures when developments deviate from the plan

• Actively engage with prospective new customers both face to face and remotely to introduce Proofpoint products and our value proposition. • Consistently research and proactively prospect within your assigned territory to identify potential new Proofpoint customers. • Actively manage any existing customers within territory in order to maintain and grow their Proofpoint investment. • Drive the entire sales process from start to finish including prospecting, opportunity identification, introductory meetings, product demonstration, customer Q&A, as well as negotiation and closing. • Team up with our rapidly expanding channel partner network to drive both net-new and incremental revenue. • Interact with the management team in 1-1, team meetings and via forecasting and reporting to provide critical updates, and strategic account planning. • Fulfill internal obligations such as training and exams to ensure success in the field. • May require modified work hours to cover accounts in other time zones, and occasional travel for key accounts.

• Customer Support/ Retention Activities • Maintains and regularly updates customer program details and deliverables • Performs sales activities and follow ups: - Product loads - Sample management – ordering client approval and delivery to photography - Merchandising and sourcing support - Negative Available-to-Promise (ATP) weekly review • Interacts with Purchasing and Production to ensure accurate and timely order fulfillment • Evaluates information and customer feedback to determine feasibility of adding or eliminating products. • Interacts regularly with outside contacts and conducts site appointments in support of national efforts • Assists in planning and execute program awareness activities • Other duties/responsibilities as assigned

• Prospect, develop, and implement location strategies for large, complex organizations • Create new opportunities within high-level accounts and deepen relationships • Participate in and present at trade shows, workshops, and seminars • Demonstrate advanced industry knowledge and its relevance to the application of GIS • Identify key stakeholders and business drivers within organizations and gain access to executive, enterprise-level decision makers • Clearly articulate the strength and value of Esri technology • Conduct research and pursue professional development to ensure competitive knowledge • Use innovative whiteboarding and presentation skills to support visual storytelling • Proactively execute account management and sales processes for all opportunities • Continually evaluate work in terms of its contribution to meeting customer needs • Lead account strategies by consistently collaborating with teams across Esri and Esri partners