• Prospect, identify, and qualify new SMB customers with a cybersecurity focus through inbound leads, outbound outreach (cold calling, targeted email/LinkedIn sequences), and event follow-ups. • Run structured discovery to validate need, urgency, decision process, technical requirements, and success criteria. • Conduct technical and business needs assessments to understand the client’s security posture and priorities across L3/L4 DDoS, WAAP/WAF, bot mitigation, API security, and adjacent needs (CDN/edge, cloud/edge, AI/infra workloads). • Map stakeholders (Founder/Owner, IT/Security, DevSecOps) and align buying criteria to a clear value case. • Own SMB deals from first meeting to signature: discovery, solution design (with Solutions Engineering), POCs/trials, proposal creation, negotiation, and closing. • Manage multi-threaded conversations and keep cycles moving. • Represent Gcore at local trade shows, webinars, and meetups; capture leads and convert event conversations into pipeline. • Maintain accurate CRM records (activities, notes, pipeline stages, next steps, close dates) and deliver reliable forecasts. • Ensure prospecting, data handling, and communications follow GDPR and security best practices.

• Own and manage a defined portfolio of new and existing customers, acting as the primary commercial point of contact. • Drive revenue growth through account expansion, cross-selling, upselling, and new customer acquisition. • Build strong, long-term relationships with customer stakeholders, including C-level executives, senior business leaders, and technical decision-makers. • Understand customer business models, technical requirements, and industry-specific challenges, particularly within Security, Cloud Infrastructure, and iGaming. • Identify, qualify, and close mid to large-size deals, managing the full sales lifecycle from discovery to contract signature. • Develop and execute account plans and territory strategies aligned with quarterly and annual revenue targets. • Lead customer meetings, solution presentations, product demonstrations, and commercial negotiations. • Position and sell end-to-end solutions, including cloud services, security products, professional services, and support offerings. • Maintain an accurate and healthy sales pipeline, ensuring reliable forecasting and CRM data quality. • Collaborate closely with Pre-Sales, Product, Engineering, Marketing, and Customer Success to ensure successful deal execution and customer outcomes. • Provide regular updates on pipeline, deal progress, and revenue forecasts to management. • Stay current on market trends, competitive landscape, and customer needs within cloud, security, and iGaming industries.

• IDS Fine Tunning and regular contact with automation teams • Deliver expert technical consultancy on OT cybersecurity topics. • Advise proactively on organizational and technological aspects of OT cybersecurity. • Identify and address potential security gaps, supporting remediation efforts. • Independently complete complex assignments, defining and executing required steps. • Proactively follow up on open tasks, ensuring accurate completion and escalation when necessary. • Lead security incident handling and vulnerability management. • Support the definition and improvement of OT cybersecurity architectures. • Communicate effectively with stakeholders in manufacturing, engineering, and automation environments.

• Implement and maintain cloud security frameworks, ensuring compliance with NIST 800-53 Rev. 5, FedRAMP, and DoD IL-4/IL-5 security mandates. • Configure and manage Identity and Access Management (IAM) solutions, role-based access controls (RBAC), and Zero Trust Architecture (ZTA) principles. • Conduct vulnerability assessments, security monitoring, and incident response within cloud environments. • Develop and maintain System Security Plans (SSP), Security Assessment Reports (SAR), and Plans of Action & Milestones (POA&M). • Provide the Cloud Security Compliance & Risk Report, ensuring all cloud-based operations remain in accordance with DoD security requirements.