• Gerar novas receitas e expandir o portfólio da Sensedia • Conduzir todas as etapas desde o primeiro contato até o fechamento • Realizar discovery profundo para mapear necessidades, dores e maturidade • Desenvolver visão de solução conectada ao portfólio da Sensedia • Construir business cases e propostas de alto impacto • Criar e nutrir relações de longo prazo com decisores (C-level, gerentes de tecnologia, inovação e negócio) • Trabalhar de forma integrada com as áreas internas da Sensedia • Coordenar respostas a RFPs e RFIs com precisão e alinhamento • Garantir aderência entre expectativas comerciais, capacidade técnica e modelo de entrega • Atuar como trusted advisor para temas de APIs, integrações e open finance/open insurance • Promover workshops, reuniões executivas e apresentações técnicas • Identificar oportunidades de cross-sell e up-sell dentro da conta • Estruturar planos de conta (Account Plan) com metas, estratégias e riscos • Monitorar concorrência e defender o posicionamento da Sensedia no cliente • Garantir CRM atualizado e previsibilidade semanal • Elaborar forecasts confiáveis para diretoria e liderança de vendas

• Demonstrate an intimate understanding of Wiz Cloud Security Solutions and their value to our customers • Demonstrate ability to position and advise to CISO level executives with industry Point-of-View business insights; Continue to listen, build and grow executive relationships with customers • Develop and close business to consistently meet or exceed quarterly sales quotas, in a way that reflects Wiz values • Align with Wiz partner ecosystem to optimize market opportunity • Maintain accurate pipeline management with expert-level forecasting • Build effective working relationships with Solutions Engineering, Customer Success, Product, Marketing, Delivery, and Executive teams to ensure strategy alignment and achieve company objectives

• Answer and manage 60–90 inbound leads per week via phone, email, and CRM • Convert prospects into customers through short, focused sales calls (typically 10–15 minutes) • Make strategic outbound calls to warm leads for follow-up and conversion • Provide exceptional customer service throughout the sales process • Build rapport quickly and identify customer needs to offer tailored solutions • Track all sales activities, leads, and customer interactions in HubSpot CRM • Collaborate with the service operations team using Housecall Pro • Develop deep product knowledge and sales techniques • Mentor and support new sales team members as the team expands • Contribute ideas for process improvements and sales strategies • Transition into a Sales Team Lead role, coaching and guiding other representatives

• Promote and sell products according to the strategy defined by Medline • Lead and manage all activities in non-hospital markets • Identify key stakeholders to coordinate commercial projects • Build strong relationships with existing customers and develop new accounts • Identify and resolve issues encountered by customers • Collaborate with the sales manager and divisional teams to define the most effective promotion strategies • Use resources and tools efficiently to achieve commercial results • Comply with Medline's general policies and code of conduct