• Support the Sales Cycle: Partner closely with the Enterprise Sales Executive to support all phases of the sales cycle—from discovery to proposal to close—helping drive faster deal progression and higher close rates. • Accelerate Opportunities: Proactively identify and address bottlenecks in active deals by preparing follow-ups, gathering client materials, and coordinating internal resources to keep deals moving forward. • Conduct Research & Own Prospecting: Conduct market and account research to identify potential customers, prepare sales materials, and gather insights to personalize outreach. • Manage Client Expectations & Experience: Assist in preparing for high-stakes client meetings (e.g., custom decks, tailored demos, competitive insights), attend calls as needed, take detailed notes, and own follow-up actions to maintain deal momentum. • Optimize Sales Material: Customize pitch decks, case studies, and ROI calculators for specific verticals or clients to increase resonance and conversion. • Leverage Pipeline Analytics to Adapt: Monitor active opportunities and provide timely updates or alerts on key actions needed to advance or close deals. • Act as a Cross-Functional Liaison: Coordinate with Marketing, Product, Legal, and Solutions teams to gather and deliver information quickly—shortening response times on proposals, pricing, security reviews, and contracts. • Conduct Competitor Analysis: Gather and maintain up-to-date intel on competitor offerings and positioning to help tailor messaging and overcome objections effectively. • Leverage a CRM & Data-Driven Strategies: Ensure accurate and up-to-date CRM entries to support effective forecasting, follow-up, and pipeline hygiene. • Identify Opportunities to Improve Processes: Continuously look for ways to streamline workflows, automate repeatable tasks, and improve internal processes to reduce sales cycle friction.

• Own and grow a portfolio of named enterprise accounts across Europe • Drive adoption of inspection services and SaaS solutions, positioning the value of integrated asset management across the customer’s fleet • Lead complex, multi-stakeholder sales cycles with technical, commercial, and executive decision makers • Develop account plans, stakeholder maps, and executive relationships to expand wallet share • Collaborate cross-functionally with Customer Success, Marketing, Product, and Operations to ensure customer outcomes are delivered and upsell opportunities are unlocked • Accurately forecast revenue, manage pipeline, and consistently deliver against bookings targets • Act as a subject-matter partner to customers, bringing insight from the wind industry and industrial technology markets

• Drive new business growth by identifying, pursuing, and closing opportunities across DoD, federal law enforcement, and defense-related public safety agencies. • Own the full sales cycle—from opportunity discovery through proposal, negotiation, and close—for enterprise SaaS and on-prem solutions. • Develop a deep understanding of the customer mission, aligning solution capabilities (e.g., CAD, RMS, analytics, dispatch, and command & control platforms) with operational and security needs. • Leverage consultative, value-based selling approaches to position complex technology solutions within high-stakes government environments. • Collaborate cross-functionally with pre-sales engineers, solution architects, and product management teams to craft tailored demonstrations, proof-of-concepts, and solution proposals. • Maintain relationships with senior decision-makers and influencers across DoD branches, system integrators, and federal procurement offices. • Manage long sales cycles and complex buying processes, including responding to RFPs/RFIs and working with contracting vehicles such as GSA, IDIQs, and BPAs. • Represent the company at key industry events, defense technology expositions, and public safety forums to expand visibility and thought leadership. • Maintain accurate forecasting, pipeline management, and account planning within CRM systems. • Sell with an “all-hazards” approach aligned to FEMA/DHS doctrine (NPG, NRF, NIMS), positioning solutions that support Prevention, Protection, Mitigation, Response, and Recovery missions across natural, technological, and human-caused incidents. • Translate THIRA/SPR gaps into solution roadmaps and business cases, aligning OnCall/CAD/RMS/analytics to capability targets and grant-eligible investments. • Demonstrate interoperability with NIMS/ICS and EOC operations, enabling a common operating picture, resource typing, and mutual-aid coordination. • Leverage CPG-101 planning guidance to show how proposed capabilities integrate with agency Emergency Operations Plans and annexes.

• Accelerate pipeline generation through coordinated engagement with the Partner Channel. • Drive cross-sell of LiveAction Network Observability into the Bluecat customer base. • Enable partners to deliver integrated platform outcomes, incorporating the full network plane. • Expand reach into large, complex organisations beyond traditional enterprise segmentation. • Define and achieve regional revenue and growth targets. • Build and maintain a robust sales pipeline through proactive prospecting and channel engagement. • Drive customer acquisition and manage the entire sales cycle for enterprise and mid-market accounts. • Identify, onboard, and manage strategic channel partners, including service providers. • Collaborate with partners to co-develop and execute regional go-to-market plans. • Coordinate partner engagement to ensure clarity, trust, and momentum. • Develop and implement programs to leverage BlueCat’s technology and accounts. • Foster collaboration with BlueCat’s existing customer base to drive cross-selling and upselling opportunities. • Personally lead complex, multi-solution sales cycles. • Position BlueCat as a strategic network control and intelligence platform, not a point product vendor. • Identify high-potential customer segments including regulated and compliance-driven industries, critical infrastructure and national services, and large commercial organisations with distributed or hybrid networks.