• Ensures achievement of the Region Plan for the Monochrome and Color Cut Sheet Production product families • Validates the 90-day forecast for these products by sales rep and prepare accurate forecast (minimum 85% monthly accuracy) • Act as subject matter and competitive expert • Leads, coaches and drives the sales process to reach plan achievements • Supports the managers in driving a high level of prospecting activities • Provides sales support necessary to meet adequate level of sales cycles and support Sales Reps' selling efforts • Manages the sales cycle for key, multiple unit prospects including key direct sales activities (e.g. key customer presentations, demonstrations, proposals and closing the business) • Ensures sales representatives are fully trained and proficient in performing steps in sales cycle • Participates in all critical presentations and give key demonstrations as required • Be a Team member, interacting with other Region Specialists on an ongoing basis to develop and exchange best practices and creative ideas in driving sales • Builds customer confidence in Canon's and the product offerings

• Drive Market Engagement: Leverage phone, email, and LinkedIn to reach out to IT and data leaders in enterprise accounts. • Tell the Postgres AI Story: Share how EDB’s Postgres AI platform delivers enterprise-grade performance, security, and control. • Generate Qualified Opportunities: Conduct outreach campaigns that create interest and convert into sales-qualified leads. • Collaborate with Purpose: Partner closely with AEs, sales engineers, and marketing to align messaging and optimize our GTM strategy. • Master Your Craft: Take advantage of weekly coaching, continuous enablement, and some of the best sales tech tools to sharpen your skills.

• Develop SDRs into sales-ready candidates, training them to identify, contact, and create qualified lead opportunities. • Monitor SDR dashboards to ensure data accuracy, track team progress against goals, and identify opportunities for improvement. • Motivate, incentivize, and recognize team members to encourage top performance and foster a positive, results-driven environment. • Define performance-driven metrics and expectations for pipeline creation, reporting on both team and individual results, including outbound calls and emails.

• Open doors: You will proactively identify and reach out to construction teams, introducing them to Shape and setting up intro calls that help them understand how our product can transform their project delivery performance. You must be very comfortable and confident doing cold calls - indeed you must love it! • Refine our outreach strategy: Using data and insights, you'll continuously improve our approach, experimenting with messaging, channels, and engagement tactics to maximize impact. • Collaborate with the team: You'll work closely with marketing, product, and customer success teams to align efforts, share feedback, and ensure we're reaching the right people in the right way. • Grow yourself and others: We're big on learning and development. You'll have the opportunity to sharpen your sales skills, share best practices, and contribute to building a world-class growth function. • Shape how we scale: Bring your experience building outreach processes and systems to help us refine our SDR engine as we expand our consulting service lines and client base.