Title: Senior Account Executive - FED Washington D.C. Location: Washington DC Metro Area - USA (Remote) Full-time Job Description: Interested candidates based outside of the designated areas are welcome to apply, provided they have the indefinite right to work in the job location. Cohesity is a leader in AI-powered data security and management. Aided by an extensive ecosystem of partners, Cohesity makes it easy to secure, protect, manage, and get value from data — across the data center, edge, and cloud. Cohesity helps organizations defend against cybersecurity threats with comprehensive data security and management capabilities, including immutable backup snapshots, AI-based threat detection, monitoring for malicious behavior, and rapid recovery at scale. We’ve been named a Leader by multiple analyst firms and have been globally recognized for Innovation, Product Strength, and Simplicity in Design. Join us on our mission to shape the future of our industry. Want to help us simplify the world of data management? Are you driven, high-reaching, and thrive in a collaborative environment? If so, Cohesity is looking for you! As an Account Executive at Cohesity, you will be part of an exceptional team, driving our business forward in the fast-paced and multifaceted data management industry. In this role, you will play a key role in driving our business forward by efficiently implementing sales strategies and exceeding revenue targets. You will drive customer satisfaction while maintaining an accurate forecast and collaborating with several channel partners. HOW YOU’LL SPEND YOUR TIME HERE: - Efficiently implement sales strategies to drive business growth and exceed revenue targets - Develop and lead the sales pipeline, effectively moving a large number of strategic transactions forward - Collaborate with channel partners to successfully sell the Cohesity solution and generate revenue - Proactively prospect and penetrate accounts, reaching decision-makers, and closing business - Develop and implement sales strategies for the assigned region, consistently achieving or surpassing targets. - Build a compelling case for the Cohesity hyper-converged infrastructure solution, demonstrating its ability to meet customers' business objectives - Drive account strategies and coordinate team selling efforts with partners to close business on a quarterly and annual basis WE'D LOVE TO TALK TO YOU IF YOU HAVE MANY OF THE FOLLOWING: - 5-10 years proven success in a customer-facing sales role proposing enterprise solutions at all levels of a customer organization - Proven track record of successful collaboration with customers and technology partners - Proficient in collaborating with multiple decision-makers to drive proposals - Comfortable presenting technical and business material to both small and large groups - Outstanding written and verbal communication skills - Motivated self-starter who is comfortable working remotely and independently - Willingness and ability to travel as required for the position - Bachelor's Degree in Computer Science, Engineering, Mathematics, related field, or equivalent experience #LI-HM1 Disclosure Pursuant to Applicable State Equal Pay Transparency Laws - This position has a starting pay range as listed below. Actual salary depends upon many factors, including a candidate’s skills, qualifications and experience, location, and salary expectations, and therefore a starting salary at the low end, high end, or even above the stated range may be offered. This position may also be eligible for bonus compensation, commission (if in a sales function), and/or equity grants. Additionally, full-time employees are eligible to participate in our comprehensive benefits framework, including health and wellness benefits, vacation, paid holidays and refresh days, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time. Pay Range : $276,000.00-$345,000.00 The compensation noted above is based on an annualized hourly rate assuming normal full-time employment. Current pay transparency shows the OTE (On-Target Earnings) for commission-based roles. Data Privacy Notice for Job Candidates: For information on personal data processing, please see our . Equal Employment Opportunity Employer (EEOE) Cohesity is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law. If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us for assistance. In-Office Expectations Cohesity employees who are within a reasonable commute (e.g. within a forty-five (45) minute average travel time) work out of our core offices 2-3 days a week of their choosing.

The Account Executive - College sells to Higher Education faculty within a designated geographical territory. With a hunter mentality, their objective is to grow market share by successfully establishing new business with Sage Vantage, myBusinessCourse, and other digital or print content that meets course needs. Ideal candidate is an independent, self-starter whose responsibilities include conducting well-structured consultative sales calls, persuasively demonstrating technology product capabilities, establishing relationships with faculty members and other customers to gain new business and grow revenue. With a strong drive, ample product knowledge, and active listening skills, this person is confident and persuasive when interacting with customers. The ability to systematically run a large geographic territory through employing in person and virtual sales techniques is a daily requirement. Sage Account Executives maintain our sales database (MSCRM), which allows them to juxtapose account growth outreach with maintenance activities, resulting in successful adoption of new materials, digital product renewals and retention and/or expansion of the current base of Sage products. This position is based in Wisconsin and will have overnight travel of 20-25% during the prime selling season. Job Functions and Responsibilities Sales Following a strategic territory selling plan, built with the help and direction of Sales Management, the ideal candidate will work to grow Sage's presence and establish new products in all of our subject areas by: - Being highly visible to customers, persuasively conducting quality sales calls, and gaining Vantage demonstrations through employing professional selling techniques. - Successfully positioning self and Sage as a strategic business partner within social science and business departments across campus by actively listening to customer needs. - Traveling to assigned campuses during selling seasons is required with geographic travel and overnights outlined in advance; often requiring an excess of 40+ hours per week. - Conducting effective sales calls to grow new revenue via well-planned campus appointments and/or schedules, video calls, telephone, and email exchanges with the goal of progressing the territory pipeline and taking new market share. - Identifying and dynamically qualifying new sales leads in assigned territory; assertively selling to those identified targets while growing existing business by placing it into recurring revenue models to meet set sales goals. - Effectively deploying key sales tools within the course of daily selling and nimbly using the insights that the tools provide to accelerate pipeline movement. - Growing market share at the territory and key title level each selling season through strong internal partnerships, as well as through personal drive and resilience to achieve success. - Confidently and successfully demonstrating Sage technology and employing sales enablement tools in sales calls. - Ensuring data within the CRM system is accurate by maintaining and updating the sales pipeline daily. - Overall, a Sage Account Executive is innovative, persuasive, and resilient in meeting the needs of prospects and customers. They are well established in their market, persistent and purposeful in growing their Sage business. Product and Market Knowledge - With a well-established presence in their territory, the Sage rep collects and communicates market feedback and product information to Product, Technology, and Sales Management Teams. - Develops deep product knowledge through learning programs to be able to persuasively articulate value proposition of products in a competitive landscape. - Successfully addresses objections and misconceptions while answering questions of prospective customers effectively either independently or through collaboration with internal team members and specialists. - Provides Product Teams with market development leads, faculty advocates, and potential textbook authors. Planning, Reporting, and Database Maintenance - Strategically performs and completes Lead Generation (identifying courses, decision makers, enrollments, and product-in-use information) for targeted course markets at accounts identified within assigned territory. - Strategically works sales opportunities in CRM to prioritize pipeline and optimize revenue. - Strategically plans campus outreach via campus trips/video calls/phone calls. - Completes expense reports on a timely basis, handles annual travel and expense budget effectively. Conference Attendance/Business Travel - Daily full day and overnight travel to customers 2+ hours away is required to key accounts during active selling times. - Required to attend bi-annual sales meetings and other company-wide meetings. Customer/Author Relations - Provides excellent customer service when working with potential or existing customers by providing information, resources, and troubleshooting in a timely manner. - While engaging with customers and authors, takes appropriate actions to ensure they have a positive experience and image of the company. - Effectively works with current customers to cross-sell and referral sell when working with installed base of business. Any combination equivalent to, but not limited to, the following: Required: - Bachelor’s degree required with evidence of high academic achievement. - Demonstrated record of success in academic and professional background. - 2 to 4+ years sales experience required, along with a creative, persuasive, strategic, and persistent sales demeanor. - Hunter mentality, self-reliant and success oriented. - Strong technology demonstration skills. - Dedicated work ethic (must be willing to work hours needed and to travel based upon assigned geography). - Must be equally adept at working independently and within a team. - Proficient in PC environment and experienced with Microsoft Word, Excel, database applications and PowerPoint. - Excellent written, oral, and presentation skills. - Outstanding time management and organization, with excellent attention to detail. - Ability to be flexible and adapt quickly and creatively to changing business needs. Preferred: - Field-based sales experience strongly preferred for remote based sales positions. - Sales experience in the publishing industry or related SAAS/technology industries is a plus. - Familiarity and ability to work with CRM systems. - Familiarity with other sales technology programs and video conferencing experience. If you have a disability and you need any support during the application process, please contact hr.resume@sagepub.com All qualified applicants are encouraged to apply. Pay Transparency & Benefits Package: Sage Publishing is committed to being an inclusive employer where all individuals are treated with fairness and respect. Sage is proud to be an equal opportunity workplace and is an affirmative action employer. Compensation at Sage is influenced by several factors, including but not limited to skill set, nature and level of experience, qualifications, and other relevant considerations. Please note that the compensation details listed in U.S. role postings reflect the base salary only and do not include bonuses or benefits. Your recruiter can share more about the specific salary range and additional aspects of the compensation/benefits package for this position during the hiring process. If your desired salary falls outside of this range, we hope you'll still apply as there may be other positions that better align. In addition to compensation, Sage offers a highly competitive and comprehensive PPO medical, dental, and vision care benefits package with SAGE covering most of the premium costs. Unique program benefits that support a healthy life, a company-sponsored anniversary trip every 5 years, a 401(k)-matching program of 100% up to 5% of pay, and other significant meaningful benefits. In alignment with our value for education, Sage offers financial support for bachelor's and graduate-level degree programs as well as learning for personal interest. Sage offers freedom and autonomy in your day-to-day with hybrid or remote work, depending on the role. Join the nearly 2,000 Sage employees worldwide who deliver products and services that serve to fulfill our noble goal of education and dissemination of knowledge globally. We’d love to meet you! Diversity, Equity, and Inclusion Sage Publishing is committed to being an inclusive employer where all individuals are treated with fairness and respect, regardless of age, disability, gender identity, marriage and partnership status, pregnancy and parental responsibilities, race, religion and belief, sex, or sexual orientation. We believe that diversity is a cornerstone of a vibrant culture. We want Sage to be an organization where the most talented staff and high-potential staff are recruited, have the opportunity to grow, and want to work. We strive to achieve a better representation of diverse talent at all levels, including leadership, across our workforce.

• Building and executing on a robust pipeline to meet sales targets. • Identifying customer pain points and collaborating with the product team to inform future feature development. • Utilizing sales tools to find, prospect, and qualify new leads. • Conducting software demonstrations, managing contract negotiations, and closing sales. • Fostering lasting relationships with top enterprises, industry partners, and small to mid-sized businesses across various sectors. • Engaging in upselling opportunities and ensuring ongoing customer satisfaction.

This role supports customers across the entire West Coast and involves regular travel; candidates must be based near a major airport. Cardio Partners, a division of Sarnova, is a national leader in emergency prevention and an ardent advocate in the fight against Sudden Cardiac Arrest (SCA). Cardio Partners offers complete cardiac solutions to our customers including equipment, consultation, end-to-end training, and program management. As an authorized master distributor of all FDA-approved defibrillator devices, the company provides customers the best-in-class value for new and recertified equipment. Customers’ emergency preparedness needs are met via Cardio Partners’ nationwide CPR training courses and state-of-the-art program management services. Summary: The Enterprise Account Executive is responsible for prospecting, developing, and expanding large, complex organizations within an assigned territory, including Fortune 1000 companies and other large regional or national enterprises. This role focuses on generating new enterprise opportunities while growing strategic programs within existing customers through a land‑and‑expand sales approach. The Enterprise AE leads executive‑level discovery, navigates long and complex sales cycles with multiple stakeholders, and delivers consultative solutions aligned to operational, compliance, and scale requirements. Once business is secured, the role owns the customer relationship—driving deployment execution, long‑term partnership development, and expansion across locations, services, and solutions in close collaboration with internal teams. Organizational Impact: As a key driver of growth, you will focus on identifying and securing large enterprise accounts, contributing directly to Sarnova’s revenue and market expansion. Your ability to build relationships with senior decision-makers and execute strategic sales initiatives will enhance Sarnova’s reputation as a trusted partner in the healthcare industry. By delivering new, high-value customers, you will help shape the organization’s long-term success and competitive position. Essential Duties and Responsibilities: - Own enterprise prospecting, opportunity development, and closing of new customer accounts with significant revenue potential within an assigned territory - Develop and execute territory level prospecting and account strategy using market intelligence, targeted outreach, and executive networking to build a sustainable pipeline - Build and maintain strong, in‑person relationships with customers, prospects, and key partners through regular travel across a large, multi‑state territory using both car and air travel - Lead executive‑level discovery and manage relationships with C‑suite executives, economic buyers, and operational leaders to drive complex sales cycles to close - Prepare and deliver compelling presentations and proposals aligned to customer needs, challenges, and desired business outcomes - Negotiate contracts, pricing, and commercial terms to achieve mutually beneficial outcomes aligned with company objectives - Partner cross‑functionally to support onboarding and deployment while maintaining ownership of the customer relationship - Maintain accurate, timely, and disciplined CRM data to support opportunity management, forecasting accuracy, and deal execution - Monitor market dynamics and competitive activity to identify new growth and expansion opportunities - Collaborate regularly with sales leadership and internal partners for strategy alignment, ongoing coaching, and continuous improvement - Operate with autonomy and accountability in a fast‑moving environment, while actively leveraging available resources and support to drive results Skills/Experience Required: - Bachelor’s degree in business, sales, marketing, or equivalent experience - 5+ years of successful sales experience, with demonstrated results in enterprise or complex solution sales involving long sales cycles and multiple stakeholders - Proven entrepreneurial mindset with the ability to independently build territory strategy and manage a book of business while benefiting from structured support and leadership coaching - Demonstrated success prospecting, self‑generating pipeline, and consistently meeting or exceeding sales targets - Strong consultative selling skills with the ability to understand complex customer challenges and articulate value‑based solutions - Ability to manage multiple fast‑moving opportunities simultaneously while maintaining organization, prioritization, and attention to detail - High proficiency with CRM and sales technologies, with a disciplined approach to opportunity management, forecasting, and pipeline hygiene - Strong negotiation, analytical, and judgment skills with a record of balanced, favorable outcomes - Exceptional interpersonal and executive‑level communication skills across a variety of audiences and selling environments - Willingness and ability to travel regularly within a large, multi‑state territory to support in‑person selling and relationship development - Ability to operate independently in a remote environment while fully engaging in training, coaching, and internal collaboration to drive continuous improvement Sarnova is an Equal Opportunity Employer. We offer a competitive salary, commensurate with experience, along with a comprehensive benefits package, including 401(k) Plan. EEO/M/F/Veterans/Disabled. Our mission is to be the best partner for those who save and improve patients’ lives. Excellence in delivering upon our mission is dependent upon having a diverse team that is empowered to bring their full, authentic self to work each day. We strive to create a workplace that reflects the communities we serve, and we are passionate about creating an inclusive workplace that promotes and values diversity. #cardiopartners