• Grow and own a targeted account list • Develop a territory plan for acquiring business with prospective companies • Manage the customer buying journey from start to finish, providing guidance and subject matter expertise to prospective customers • Meet or exceed monthly and yearly revenue targets • Continuously develop a robust sales pipeline through individual outreach, collaborating with your sales development representative, and managing inbound prospects • Keep CRM system up to date with customer information, forecasts, and pipeline data so we can learn more about our business and our sales process

• Provide growers with sustainable practices including crop protection, and natural pollinators utilizing Koppert’s comprehensive portfolio of natural products • Cultivate and maintain markets in the outdoor crops by visiting customers, attending trade shows, networking and lead generation • Support and develop customer relationships to gain a deep understanding of grower needs and agronomic strategies for the territory • Expand grower success in crop protection by developing and implementing personalized integrated pest management (IPM) and pollination strategies in agricultural crops • Achieve sales targets and manage accurate forecasting in designated territory • Knowledge of key crops including berries, vineyards, citrus, avocado, and field vegetables in the Central Valley of California • Identify and pursue new market opportunities in agriculture crops • Expand market portfolio by utilizing all Koppert resources to turn prospects into customers • Participate in the development and launch of upcoming Koppert portfolio innovations.

• Identify and cultivate new business opportunities to grow Oracle Managed Services revenue • Develop strategic relationships with C-suite and senior executives to influence long-term IT roadmap decisions • Conduct market research to understand customer needs, industry trends, and competitive positioning • Deliver compelling presentations and demonstrations showcasing Denovo’s managed services value proposition • Work cross-functionally with Marketing, Solution Architects, and Delivery teams to create high-quality proposals • Drive sales cycles from prospecting through negotiation and closure, meeting or exceeding sales quotas • Maintain accurate CRM records, ensuring strong pipeline management and activity tracking • Provide ongoing post-sales support to ensure satisfaction, renewals, and upsell-based growth • Develop referenceable accounts that can publicly advocate Denovo’s Managed Services offerings • Position no-code/low-code platforms as extensions of Oracle ERP, enabling rapid process automation, long-tail process digitization and reduction of ERP customizations • Support pricing and packaging strategies for No-code solutions, AI-enabled services and Managed Services automation add-ons

• Own executive relationships and accountability for strategic UAE Government accounts, ensuring growth, satisfaction, and long-term partnership. • Acquire new government logos and expand existing accounts via proactive prospecting, value-based proposals, cross-sell, and upsell. • Engage senior stakeholders (CIO/CISO, DGs, program directors, procurement) in Arabic and English, positioning Sophos as a trusted cybersecurity partner. • Lead the end-to-end public sector sales cycle - qualification, scoping/solutioning, business case, negotiation, and closure - coordinating pre-sales, product, marketing, customer success, and support. • Run rigorous account planning and execution: whitespace analysis, stakeholder mapping, pursuit strategy, and targeted campaigns/pilots to accelerate adoption. • Deliver quarterly revenue goals through disciplined pipeline creation and governance, CRM hygiene (Salesforce, Clari, Power BI), and high-accuracy forecasting. • Apply MEDDPICC methodology to manage complex public-sector opportunities - driving disciplined qualification, structured deal progression, executive alignment, and consistent opportunity reviews with sales leadership to improve win rates and forecast accuracy • Partner-led growth: collaborate with public-sector-focused distributors, SIs, and key resellers on joint account plans, deal registration, frameworks, and field events. • Own government tender participation (RFI/RFQ/RFP/ITQ): manage requirements, compliance/eligibility, documentation in Arabic/English, pricing strategy, and internal approvals. • Territory coverage & in-country travel: execute field plans across all Emirates—regular onsite meetings with ministries, authorities, agencies, and SOEs. • Deal governance & risk management: identify blockers and dependencies in large programs and drive mitigation with sales leadership, finance, legal, and delivery. • Market, regulatory, and competitive intelligence: track UAE public sector cybersecurity priorities, information assurance expectations, data-residency/sovereignty needs, and competitive moves; feed insights to product and marketing. • Champion customer success and referenceability through smooth handovers, adoption milestones, measurable value realization, and case studies/references.