• Identify and secure new sales opportunities by initiating outbound cold calls, crafting compelling emails, leveraging social media platforms, and tapping into various communication channels. • Promptly follow up with inbound leads to ensure no opportunity is missed, demonstrating attentiveness and professionalism in every interaction. • Use professional communication skills and create an excellent first impression to prospects. Instigate a strong strategy to attract customers, using email and call scripts. • Utilize prospecting and research tools like LinkedIn Sales Navigator, Seamless.ai, etc. to coordinate with assigned reps to identify potential opportunities; implement effective handoff plans, and prepare for qualification calls and discovery meetings with target prospects. • Manage scheduling and calendaring of sales calls, emails and other engagements. • Keep track of leads and execute with agility by developing and following up. • Effectively collaborate and work cooperatively with cross-functional teams (Product, Engineering, Legal, Policy, Operations, etc.) across initiatives. • Strategise with the team to innovate and improve the overall sales development process. • Stay up to date and informed with product and service information. Maintain expected knowledge of the products to answer potential questions from customers. • Setting, monitoring, and striving to exceed sales goals, ensuring consistent progress towards achieving targets.

• 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.