• Identifies and cultivates prospects, clients and intermediaries for solicitation of new business opportunities. • Responsible for the profitable sale of core and supplemental products, directly or through intermediaries, in an assigned geographic region, territory or distribution channel. • Leads new business meetings, closes sales, and sells to groups with contracts generally spanning 1,000-10,000. • Maintains productive working relationships with key consultants and brokers in a national market place as well as maintaining knowledge of competitors' product lines, strategy and pricing. • Participates in product development and prepares business programs and long term strategy for specific account needs. • Analyze customer needs and recommend appropriate product(s) and/or services to address unique needs of each potential customer.

Role Description This role is remote and not required to be in the office, however this position is required that the candidate lives within 50 miles of the Phoenix business unit. - Provides hands-on leadership and coaching to the Area Inside Sales Team, combining sales expertise with talent development to improve performance, customer outcomes, and revenue growth. - Lead and inspire the Area Inside Sales Team through active coaching, performance management, and day-to-day engagement to drive consistent execution and results. - Partner closely with the Inside Sales Executive channel on new customer outreach, pipeline development, and market execution to accelerate growth across assigned markets. - Set clear performance expectations and hold team members accountable to sales activity standards, lead generation goals, and productivity metrics. - Champion the corporate sales strategy by translating objectives into actionable priorities and guiding the team through disciplined execution. - Serve as a frontline coaching leader, providing regular feedback, skill development, and real-time support to elevate sales capability and confidence. - Foster a customer-first mindset, ensuring a high level of customer satisfaction and proactively collaborating with the Area Sales Manager to resolve escalated or complex issues. - Develop and build talent by forecasting staffing needs, recruiting high-quality candidates, and preparing team members for growth and advancement opportunities. - Create a culture of accountability and engagement, encouraging open communication, feedback, and continuous improvement. - Ensure operational excellence through accurate customer documentation, maintaining integrity across prospect data, contracts, orders, and service records. Qualifications - Bachelor's Degree (accredited) or in lieu of a degree, High School Diploma or GED (accredited) and four (4) years of relevant work experience. - 2 years direct business-to-business sales (in addition to education requirements). - Must live and work in the US. Requirements - Listed below are key points regarding physical demands, physical and occupational risks, and the work environment of the job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the job. - Office: This job primarily operates in a remote environment and routinely requires the use of standard office equipment such as computers, phones, copy machines, etc. Benefits - At WM, each eligible employee receives a competitive total compensation package including Medical, Dental, Vision, Life Insurance and Short Term Disability. - Stock Purchase Plan, Company match on 401K, and more! - Paid Vacation, Holidays, and Personal Days. - Please note that benefits may vary by site.

• Work as part of a passionate, purpose driven, high performance sales team who love what they do and thrive on achieving success within a great work environment • Generate new business opportunities through both pre-qualified meetings, problem-solving and your own prospecting • Work closely with partners to create joint plans, generate pipeline and drive opportunities to closure • Drive business growth and expansion by developing and executing a business plan to attain predetermined goals and quotas • Remain in regular contact with your prospects through active listening and effective discovery processes, develop a deep understanding of customer’s businesses, helping to diagnose their compensation pain-points and prescribe our available solutions • Collaborate with internal teams, including, Pre-Sales, Product, Marketing, Support, Customer Success to deliver the sales plan and Picus vision • Manage your opportunity pipeline and revenue forecast by leveraging our CRM system • Work with solution providers such as resellers, service providers and integrators • Continuous curiosity! Stay current with industry changes and trends to build expertise in cybersecurity

• New business development and relationship management in the B2B sector – from initial contact to contract signing • Expert consulting for new and existing customers on our ERP software • Conducting presentations and demos — in-person, virtually, and at trade shows • Preparing tailored proposals, including contract negotiations • Providing technical initial consultations together with our consultants • Close collaboration with product management and project teams • Supporting the development and management of our partner network • Ongoing market and competitor monitoring • Building and maintaining a CRM-supported sales funnel