• Develop and execute commercial strategies that align with company objectives and market opportunities. • Negotiate complex, high-value deals with merchants and partners, ensuring optimal pricing • Build and nurture client relationships by understanding their needs, aligning Kody’s products and services with their goals, and identifying opportunities for upselling and cross-selling. • Work closely with Customer Operations to ensure seamless onboarding and ongoing account management for all merchants, optimising customer experience and reducing churn. • Identify market trends and new revenue opportunities, influencing Kody’s vision and business strategy. • Represent the voice of the customer, providing insights to the product and technology teams to drive continuous improvement. • Establish and maintain strong relationships with internal and external stakeholders, including referral partners and key industry players.

**Main Areas of Responsibility** **Relationship Management: ** - Build and nurture strong, lasting relationships with MNOs globally. You will be the primary point of contact for MNOs, ensuring their needs are met and addressing any challenges.  - Implement strategies to enhance partnerships with MNOs. Collaborate closely with cross-functional teams to align goals and deliver exceptional service.  - Monitor industry standards and regulations related to MNOs in different countries.  ** Deliver Cutting-Edge Technologies:  ** - Present and promote CEQUENS’ innovative technologies and solutions to MNO partners, including SMS monetization strategies, SAAS & CPaaS offerings, channel partnership opportunities, and enhancements in connectivity. - Drive CPaaS sales by identifying opportunities and developing channel partnerships. Enhance our service offerings through strategic collaborations.  - Identify growth opportunities to expand CEQUENS’ presence in existing and new markets. - Monitor industry trends, competitor activities, and emerging technologies.   **Contribute to Growth:  ** - Play a key role in driving the expansion of CEQUENS’ market presence by identifying opportunities for growth, proposing strategic initiatives, and collaborating with cross-functional teams to execute plans effectively. - Proactively identify and resolve any challenges or issues faced by MNO partners, working closely with internal teams to deliver effective solutions and maintain satisfaction.  **Industry Engagement: ** - Represent the company at industry events, conferences, and forums. - Share insights and trends to position the company as a thought leader in the carrier relations space.

• Build and close a strong pipeline of enterprise accounts with large engineering organizations • Generate qualified opportunities through outbound prospecting and inbound leads • Lead compelling discussions with executives and leaders that differentiate Coder and communicate our value with clarity and conviction • Collaborate with Sales Engineers to deliver a thorough technical evaluation • Partner with decision-makers and technical stakeholders throughout the sales cycle • Travel as needed to support deals and customer relationships

• Manage and drive direct sales engagements into the Federal verticals and strategic partners. • Your focus will be to create and implement strategic account plans focused on attaining enterprise-wide deployments of Fortinet products and services. • Develop executive relationships with key buyers and influencers and leverage these during the sales process. • Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. • Negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships. • Generating Federal business opportunities and managing the sales process through to closure of the sale. • Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline. • Create and implement strategic cybersecurity solutions account plans. • Build and nurture executive relationships to propel successful sales processes. • Collaborate with internal teams to craft compelling proposals and negotiate terms with clients. • Achieve quarterly sales goals, consistently delivering on targets. • Play an integral role in new business pitches, foster long-term relationships, act as a catalyst in negotiating business terms to achieve Federal-wide deployments of Fortinet solutions and deliver meaningful results for all parties involved.