• Own end-to-end renewal management for a defined ARR portfolio. • Drive proactive renewal engagement using standardized tiered cadences (T-x). • Be accountable for portfolio-level GRR, renewal rate, and forecast accuracy. • Identify renewal risks early and orchestrate mitigation plans with Sales and CSM. • Act as the primary renewal contact for customers/sales, ensuring clarity, predictability, and value-focused communication. • Position renewals as strategic lifecycle conversations rather than transactional events. • Anticipate risks, objections, and contractual complexities well ahead of renewal dates. • Support lifecycle reviews and QBRs for strategic and at-risk accounts. • Work within the RAM–Sales–CSM collaboration model to ensure alignment and clarity. • Identify expansion signals during renewal conversations and coordinate handoff to Sales or Channel Managers. • Partner with RAM Ops on data quality and reporting improvements. • Maintain accurate renewal pipelines and forecasts in SFDC. • Ensure contracts, pricing logic, and renewal documentation are consistently captured. • Support the transition to a single source of truth for renewals and ARR reporting. • Actively use GenAI tools to improve productivity, insights, and customer communications (e.g., summaries, drafting, analysis). • Identify opportunities to streamline processes and improve the renewals playbook. • Participate in Lean initiatives for continuous improvement.

• Builds and maintains a network of sources from which to identify new sales leads. • Communicates with customers and leads to identify and understand their product or service needs; identifies and suggests products and services to meet those needs. • Demonstrates the functions and utility of products or services to customers based on their needs. • Ensures customer satisfaction through ongoing communication and relationship management; resolves any issues that may arise post-sale. • Maintains communication with existing and previous customers, alerting them of new products, services, and enhancements that may be of interest. • Maintains detailed reports of sales activities including calls, orders, sales, lost business, and any customer or vendor relationship problems. • Provides periodic territory sales forecasts. • Identify and create opportunities to increase sales of ProTech'd parts and program. • Develop sales materials and techniques to successfully grow the ProTech'd program. • Develop, maintain, and distribute activity and success tracking reports. • Performs other duties as assigned.

• The Enterprise Account Manager will be responsible for driving net new sales and incremental bookings of existing accounts for a complex suite of Skyhigh Security products, solutions, and services within the assigned territory. • Create a prospecting strategy to identify potential customers, develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts that achieve quarterly sales quotas. • Manage the sales process and leverage internal technical resources as needed to meet customer requirements. • Analyze the customer environment, scope customer requirements, and collaborate with technical resources to close sales opportunities. • Work closely with customers to drive POCs and POVs. • Upsell and cross sell Skyhigh Security products and solutions based on customer needs. • Generate demand with channel partners, resellers and end-user customers to grow mindshare, product awareness, and business relationships. • Develop relationships internally with key stakeholders. • Engage and present at multiple levels within an account including CISO, key stakeholders and board level. • Develop account and opportunity plans to improve account strategy. • Maintain customer satisfaction. • Develop relationships with our channel and service partners to create strategic opportunities.

• Cultivate and leverage relationships with decision makers, C-Suite Executives by managing and expanding account relationships with existing and new accounts • Develop relationships that are both deeper and wider, engaging with all cross-functional and business unit key decision makers and influencers • Effectively communicating the CAS value proposition amongst a wide variety of client personas, including technical experts, scientists, and executives • Collaborate with marketing on efforts to promote company services and capabilities to current and potential clients, partners, and consultants • Create business cases to showcase the value of differentiated customized solutions • Conduct and/or oversee research on competition, spending trends, and potential partners • Develop a strategy to approach clients and execute building a robust pipeline to proactively advance and close opportunities to generate both short-term and long-term new revenue • Lead development of teaming agreements, evaluation of RFPs, preparation of written proposals, price-to-win strategies, and responses to interrogatories • Establish a professional network through independent prospecting as well as collaborating with product sales representatives • Identify and qualify opportunities that can be solved with CAS Custom Services • Lead the efforts between the client and CAS IP Services Team and CAS Custom Services Solution and Execution teams to conceptualize, design, and deliver customized solutions that are achievable and profitable • Effectively identify opportunities for customized solutions, qualify opportunities, and move qualified opportunities into the Solution phase • Identify, communicate, and work through customer problems, issues, and opportunities • Attend business development networking opportunities, including association events, career fairs, workshops, industry days, and seminars • Manage project teams and supervise/lead the activities of others