• Manage pipeline by proactively leading prospects through the sales process using MEDDPICC & Challenger Sales methodologies • Develop and execute strategies for acquiring net-new customers and grow Articulate revenue in existing customers in your assigned territory • Develop a deep understanding of Articulate 360 and demonstrate competency around other Articulate product • Take control of the sales process by understanding prospect pain points, challenging prospect assumptions, creating constructive tension, providing commercial teaching, and closing Articulate 360 sales • Teach prospects about their industries and offer unique insights that cause prospects to think differently about their business • Conduct needs analysis with prospects and provide product demonstrations that solve the needs of the prospect • Use insights and consultative selling techniques to teach prospects about their industry and offer unique perspectives on their business, linking back to Articulate solutions • Create quarterly territory plans that outline your outbound and inbound strategies • Create sales quotes, negotiate with prospects, and explain Articulate subscription options that meet the needs of prospective customers • Meet (and exceed) revenue goals • Work cooperatively with other Articulate teams to deliver an exceptional customer experience • Keep current with existing and new apps as well as industry trends • Available during requested business hours, Monday - Friday to respond to incoming sales inquiries (unless prior approval from management has been given) • Other sales duties as assigned

- Identify, qualify, and pursue new B2B or B2C sales opportunities through outbound prospecting and lead follow-up - Conduct consultative sales calls, virtual demos, and service consultations tailored to client needs - Build and manage a robust sales pipeline through the full sales cycle—from outreach to close - Meet and exceed monthly and quarterly sales targets and KPIs (calls, emails, meetings booked) - Maintain accurate records of activities, leads, and results in CRM platforms like HubSpot or Salesforce - Collaborate with marketing to improve lead quality, follow up on campaigns, and align messaging - Research and personalize outreach using tools like LinkedIn, Apollo, Crunchbase, and relevant directories - Stay up to date on industry trends, competitive offerings, and client feedback to improve sales strategy

• Lead local execution of locksmith programs to targeted Locksmith accounts supported through Wholesale distribution • Provide focus and local sales execution on Channel Led programs and products to targeted accounts • Develop strong working relationships and provide support with targeted indirect and direct accounts • Develop joint business plans at targeted accounts • Establish a regular call pattern with indirect and direct accounts • Provide regular feedback to locksmith channel team on indirect and direct channel partner needs for growth • Understand business and market dynamics in assigned territory • Consult and train partners on product and solution applications • Attend local and regional trade shows, conferences, and association events • Ability to partner with customers and internal cross-functional teams • Maintain awareness of all Allegion policies, guidelines, and procedures and ensure compliance

• Identify, develop and execute an account strategy to close new business opportunities and expand revenue with customers across the assigned Territory; independently and cooperatively. • Scope, negotiate and bring to closure agreements to exceed booking and revenue quota targets. • Aggressively build, nurture, manage and support new sales and upsell existing customers in the assigned territory. • Target and gain access to decision-makers in key prospect accounts in the assigned territory. • Establish access and maintain existing relationships with key decision-makers (typically at the CIO and CSO level) in industry, partners, and enterprise customers to drive all pertinent issues related to sales strategy and goal attainment. • Collaborate with operative peers across functions (including the Field Sales, Channel, Marketing, Sales Operations, System Engineering, Services, Customer Support, and Product Development) to create visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level. • Build strong and effective relationships with channel partners, resulting in force multiplier revenue growth opportunities. • Capture, maintain and disseminate accurate and relevant prospect information using Salesforce.com. • Maintain a high volume of sales activity via calls, emails, & social selling. • Work as part of a sales team toward reaching quarterly territory sales quota.