• Develop an understanding of customers’ business and solution requirements • Gain share of spend across Dell Technologies portfolio of technology solutions: server, storage, networking, software, security and led services • Run territory and or accounts, including account planning, sales forecasting, engaging cross-functional resources and working with the virtual teams to ensure alignment across the organizations • Regularly engage with decision makers at client facilities in performing primary duties • Provide sales leadership and experience on large, sophisticated opportunities

• Lead discovery conversations with institutional leaders to understand strategic priorities and desired outcomes across teaching, learning, research, student success, and campus operations, with particular depth in technical areas such as infrastructure modernization, cloud migration, research computing, cybersecurity, and data strategy • Help higher education leaders align technology initiatives with institutional strategic plans and long-term visions • Provide consultative guidance on digital campus strategies, hybrid and online learning, research computing, student experience, and data-informed decision making • Build and sustain trusted relationships with senior institutional leaders including Presidents, Provosts, CIOs, CFOs, Deans, and Vice Presidents • Extend Dell's reach beyond IT contacts to engage academic affairs, student success, enrollment, finance, research, and operational leaders • Serve as strategic advisor to institutional leaders, aligning Dell's capabilities with their missions • Identify and qualify strategic opportunities at the top of the funnel, shaping them before they become formal RFPs and positioning Dell early in decision-making • Position Dell as a thought leader through speaking at conferences, delivering keynotes, serving on panels, and contributing to content that spotlights higher education innovation

• Own and manage a portfolio of SMB accounts. • Drive revenue growth by identifying, qualifying, and closing new business opportunities. • Serve as the primary point of contact for assigned accounts, building strong relationships with key stakeholders. • Collaborate with Customer Success, Marketing, Solution Engineering and Product teams to ensure customer satisfaction and retention. • Maintain accurate records in the CRM and provide regular reporting on pipeline, forecast, and performance. • Develop and execute strategic account plans to grow existing accounts. • Stay up-to-date on industry trends, competitor offerings, and product updates. • Other duties as assigned by manager.

• Drive sales of Ocuco’s SaaS solutions to enterprise and small-to-medium-sized eyecare chains • Develop and execute strategic account plans to win new business and expand existing relationships • Create detailed sales proposals and quotes for customers and prospects • Record and manage all sales activities in Salesforce • Maintain an accurate and transparent sales pipeline • Build and nurture long-term partnerships with enterprise customers • Collaborate closely with Operations, Product, and Development teams • Represent Ocuco at trade shows, industry events, and customer meetings