• Building and maintaining strong, long-term relationships with key strategic partners, acting as the main point of contact, and ensuring client satisfaction. • Developing and executing strategic account plans to drive client growth and achieve mutual business objectives. • Identifying new business opportunities within existing accounts and conducting effective, well-organized business reviews • Working closely with internal teams to deliver tailored solutions and meet partner needs from onboarding and integration to post-launch and beyond. • Tracking key performance indicators (KPIs) and reporting on partner performance to senior management. • Working with partner stakeholders on co-marketing activities to reach small to mid-sized business clients to drive revenue.

• Own the end-to-end commercial strategy for a defined set of strategic accounts • Build multi-threaded relationships across technical, operational, and executive stakeholders • Lead deep discovery to uncover business and technical problems worth solving • Develop and execute account plans focused on expansion and long-term value • Lead complex negotiations and close high-impact expansion deals • Partner with Product, Engineering, Support, and Customer Success to align execution • Bring customer insight back into the organization to influence priorities and decisions

• Drive development of potential customers from cold calling, initial contact, closing business, contract negotiation/execution, and ongoing account management • Manage relationships with assigned accounts as primary contact • Ensure customer satisfaction and manage expectations and deliverables between customers, applications, and technical consulting staff • Coordinate and execute a plan for increased use of company’s products in the market • Present contracts for reagents, capital equipment, and service • Interface with Sales Administration for accurate and timely responses • Utilize Salesforce and PowerBI for documentation of sales activities and territory reporting • Represent the company at professional meetings and events • Develop sales plans to increase revenue from new and assigned accounts • Follow pricing guidelines for profitable business • Exhibit professional behavior reflecting positively on the company

• Achieve and exceed assigned revenue targets across the territory. • Develop and execute territory and account plans to drive growth within existing customers and new prospects. • Build and maintain strong relationships with senior stakeholders, including security leaders, IT executives, and business decision makers. • Manage complex sales cycles from opportunity identification through negotiation and closure. • Lead initial discovery conversations, understanding customer business and technical challenges. • Position Trellix solutions by articulating business value and high-level technical capabilities. • Collaborate with channel partners to develop opportunities, execute go-to-market initiatives, and accelerate deal progression. • Coordinate internal resources, including Sales Engineering and Professional Services, to support customer engagement and opportunity advancement. • Drive expansion opportunities within the installed base through cross-sell and upsell strategies. • Maintain accurate pipeline visibility and forecasting discipline in CRM systems. • Monitor competitive landscape and market trends to effectively position Trellix solutions. • Operate with a high level of ownership, accountability, and autonomy within the assigned territory.