Role Description The role of the New Business Development Account Executive is to drive revenue growth of Bailiwick’s services, primarily with new customers. This is a “hunter” position, so our expectation is that, over time, established Bailiwick customers will be served and grown (i.e. “farmed”) by the regional Account Manager. As an NBAE, our expectation is that you will travel extensively in support of building relationships with new customers, utilizing your existing network of executive, decision-making contacts to fast-track introductions into new organizations, and driving thoughtful and documented action plans to penetrate new organizations. You will be supported by Solution Crafting resources to assist you in the development of new opportunities and solutions you propose to your prospect customers. - Annually achieve a minimum of $5M+ in revenue at targeted margins. - Motivated by initiating new customer relationships and wallet share. - Identify, pursue, and open new customer relationships with unmet needs for Bailiwick’s services. - Engaged with customers on a daily or weekly basis. - Conduct face-to-face meetings with key customers ($1M or more) quarterly, at a minimum. - Educate prospects and customers on Bailiwick’s services and capabilities. - Build and maintain long-term customer relationships through a proactive Value Selling approach. - Define and execute clear sales strategies for pursuing new customer stakeholders. - Utilize research tools to understand the customer’s business, goals, and initiatives. - Create and deliver professional presentations for business fit and solution fit. - Responsible for creating, reviewing, and editing content for all proposals. - Work with New Business Development, Engineering, Professional Service Group, etc., to develop proposals. - Consistently engage with delivery teams to understand key issues, challenges, and opportunities. - Achieve competence in the use of Bailiwick’s technology and tools relevant to the AE role. - Proactively provide ideas for marketing and sales strategies based on prospect and customer interaction. - Be fiscally responsible involving travel and expense budgets. Qualifications - High School diploma or equivalent required. - Bachelor’s Degree or equivalent related experience preferred. - Documented ability to drive complex sales strategies within large Fortune 500 organizations. - Proven history of delivering comparable volumes of revenue – minimally $5M. - Experience in building brand awareness in new markets, industries, and organizations. - Fluent in building credibility with smaller organizations. - Proven history of expanding the services purchased by a customer. - Experience selling solutions to organizations with large, distributed networks. - Minimum of 5 years successful IT Services related experience. - Familiar with Communication Cabling, Server Environments, and Wireless Applications. - Proven track record of closing new business and maintaining current accounts. - Previous experience and success in presenting to a variety of audiences. Requirements - Exceptional written and verbal communication skills. - Ability to present in front of a variety of audiences including “C” level audiences. - Ability to grow the number of coaches and contacts within a customer organization every year. - Proficiency in Microsoft Suite tools and Prezi. - Ability to create complex cost models using tools such as Excel. - Proficient in customer negotiations and conflict management. - Ability to operate within a fast-paced and creative environment. - Technical knowledge of core technology elements including physical layer cabling, WAN and LAN networks, and Wireless Environments. Benefits - Base salary range between $80,000 and $125,000 annually. - Variable pay through commissions based on individual sales performance. - Full range of medical, financial, and/or other benefits including 401(k) eligibility. - Employee stock purchase program. - Various paid time off benefits, such as vacation, sick time, and personal leave.

• Own and grow a portfolio of existing customer accounts, focusing on expansion, upsell, and long-term value creation • Overcome churn through helping the client see how the solution is solving business issues • Build and maintain multi-threaded relationships across cybersecurity, IT, and procurement stakeholders • Identify and develop new opportunities within existing accounts through a consultative, insight-driven sales approach • Manage the full sales cycle end-to-end, with typical deal cycles around 6 months • Partner closely with Sales Engineers and internal teams to deliver tailored solutions and drive deal progression • Maintain a strong understanding of customer goals and align solutions to their evolving business needs • Execute account plans that drive retention, growth, and customer satisfaction

• Be the go-to person for a portfolio of high-value clients focused on outcomes • Own and grow relationships across multiple CeriFi brands and verticals • Build trust with key decision-makers to drive long-term loyalty • Gain key development in your professional journey while having a great time doing it • Identify new revenue opportunities through consultative conversations • Work directly with solutions that have a strong market need • Align client goals with tailored solutions that drive impact • Partner with internal teams to deliver seamless services and support

• Effectively manage a book of business of our most strategic accounts • Drive consensus across multiple stakeholders (internal and external) to achieve business outcomes • Build strategic account plans that map out expansion and other upsell opportunities • Maintain an active pipeline of forecasted renewals and expansions to meet quota objectives • Partner with Customer Success managers and leverage product expertise to solution for customer pain points • Position yourself as a strategic partner to key stakeholders and champions within named accounts • Diagnose and mitigate churn risk clearly and own resolution strategies, advising sales leadership on ideal resolutions wherever appropriate • Be an active participant in building and improving internal operational processes • Travel occasionally to on-site client meetings, industry events and conferences, internal sales kick-offs, etc.