• Operate with a hunter mentality - proactive, curious, commercially sharp, and motivated by new wins • Drive net-new revenue by owning the full acquisition cycle from prospecting through contract negotiation and close • Proactively generate pipeline through outbound prospecting, inbound follow-up, and partner-driven opportunities • Engage and influence multi-level stakeholders, including executive decision-makers, to position TradeCentric’s strategic value proposition • Develop and execute strategic account plans to advance opportunities and accelerate deal velocity • Collaborate with Go-to-Market teams, including Marketing and Strategic Business Enablement, to generate pipeline and support growth initiatives • Proactively manage pipeline, opportunities, and forecasting to senior management • Ensure a seamless post-sale transition to Delivery to support long-term customer success • Be proactive, flexible, and supportive of all team efforts across TradeCentric • Other duties as assigned

• Build and Expand Pipeline • Full-cycle Sales experience from sourcing to nurture to close with proven playbooks to take clients through a sales/bus dev funnel and execute agreements. • Organize, prioritize and manage the deal pipeline. • Strong consultative/value selling skills and ability to influence innovation and new technology adoption in utility organizations. • Lead and manage the RFP process and collaboration with the energy services team to submit competitive proposals for capturing future work. • Manage senior-level relationships with prospects and customers - navigating diverse utility business units from engineers up to C-level executives. • Proactively monitor and analyze market trends and industry developments with an ability to quickly articulate those trends into value creation opportunities. • Adept at creating both client facing and internal presentations that communicate goals, and values proposition. • Collaborating with the commercial team, built estimates and competitively priced service offerings to clients. • Achieve and Surpass Sales Targets • Overall responsibility for the leadership and management for a specific sales target within a defined geography. • Consistently meet and exceed quarterly and annual sales targets, demonstrating exceptional drive and determination. • Close deals that match or exceed your booking targets, contributing significantly to Senses growth and success. • Excellent strategic thinking complemented by an attention to the details required to execute an agreement. • Collaborate with Customer Success, Product, and Engineering • Demonstrated success translating market trends, customer feedback, regulatory decisions, and competitive landscape to Product and Technical teams to influence product road map. • Drive ongoing account management in partnership with Customer Success to ensure customer satisfaction and drive additional expansion opportunities • Partner with internal stakeholders in Sales, Marketing, Product, Operations, and Finance. • Translate voice of the customer, support the creation and iteration of a comprehensive business development and go-to-market strategy in conjunction with engineering, product, and commercial leadership.

• The Specialty Sales Representative, EMS Clinical and Software Applications will work with assigned Territory Manager(s) under the direction of the Director, Specialty Sales, EMS Clinical and Software Applications. • As requested by the TM, the SSR will be responsible for the telephone, e-mail, and sales of targeted products into existing clients, conversions of existing customers between products, and for selling consumables, accessories, and software solutions to both ZOLL customers and competitive accounts. • In addition to their efforts in supporting sales activity, the SSR will act as a liaison between customer and support, responsible for escalating and triaging customer concerns. • Working closely with other ZOLL support teams, you will ensure the concern is directed to the appropriate resource for correction and you will own the follow up of the escalation to assure loop closure. • Finally, the SSR will be responsible for the general sentiment of their assigned customer base. Utilizing standardized surveys and feedback tools, you will report on customer sentiment, develop action plans to improve customers with poor sentiment/churn risk, act on your plan with the support of other needed resources within ZOLL, and repeat the sentiment loop.

• Engage with inbound leads, qualify prospects, and move them through the sales funnel. • Conduct outreach via email, phone, and text to nurture leads and convert them into sales opportunities. • Follow a structured sales process to manage your pipeline, present solutions, and close deals. • Meet or exceed monthly and quarterly sales quotas. • Use HubSpot CRM and Gong to track interactions, forecast sales, and analyze data to refine strategies. • Build strong relationships with prospects, providing tailored solutions and exceptional follow-up throughout the customer journey. • Collaborate with Marketing, Customer Success, and Product teams to align efforts and improve sales processes. • Develop expertise in our photo booth products, confidently explaining features and benefits to customers.