• Hire, onboard, and coach individual sellers on a weekly basis. • Teach, train, and coach sellers to hit their KPI’s and sales expectations. • Guide operations on reporting, KPIs, territory construction, quota setting. • You may also have direct ownership of accounts → Find, progress, and close multi-year partnerships. • Collaborate with cross-functional teams to ensure successful product delivery and ongoing value generation. • Provide strategic input to commercial initiatives based on market feedback. • Define and oversee the go-to-market approach, pricing, positioning, and revenue model. • Pursue big bets that are not the focus of the sales team. Identify new market opportunities, partnerships, and channels for growth. • Pitches, marketing materials, sales collateral, conference strategy, webinar strategy.

• Sourcing and evaluating potential in-flight referral partners, assessing fit with TopDog's model and client needs • Onboarding new partners and explaining TopDog's underwriting, fee structure, and expectations with clarity and confidence • Managing the full in-flight referral partner portfolio, tracking performance, spotting trends, and addressing issues proactively • Holding partners accountable to performance standards while maintaining collaborative, respectful relationships • Working closely with law firm operations to ensure smooth case flow, proper handoffs, and accurate reporting • Identifying operational bottlenecks and inefficiencies, then working cross-functionally to implement process improvements

• Identify and develop mutually beneficial programs and rules of engagement amongst Nordson stakeholders and the Key Account community • Establish a KEY Account structure inclusive • Develop and manage strategic initiatives within selected and appointed Key Accounts • Negotiate and deliver Corporate Partnership Agreements inclusive of pricing, delivery and standardized system platforms • Structure and management of capital projects from inception through installation • Collaborate with internal stakeholders to drive KEY account strategies through whitespace fulfillment

• Obtener referencias de nuevos clientes potenciales de los distintos productos y servicios de la organización, relacionados con el área de sistemas y ciberseguridad • Conocer los distintos productos y servicios que ofrece la organización para poder adecuar estos productos a las necesidades del cliente potencial. • Presupuestar los servicios ofertados. • Gestionar el proceso comercial desde el presupuesto al cierre de la operación, hasta el cobro. • Reportar la actividad comercial a través de las herramientas corporativas. • Participar activamente en la resolución de cualquier incidente que se produzca en un proyecto de un cliente.