• Grow market by participating in all phases of the sales lifecycle. • Focus on growing sales opportunities for all Microsoft 3-cloud products. • Develop and manage sales cycles from lead capture to sales closure. • Make cold calls when appropriate, performing account-based marketing activities and following up on leads generated from marketing and networking. • Develop strategic account, territory and opportunity plans. • Establish and build deep relationships with Microsoft account teams to identify, qualify, co-sell and manage leads and opportunities. • Lead all sales efforts and manage communication and collaboration with team throughout the sales cycle. • Collaborate with pre-sales engineers, industry directors and leadership throughout sales efforts. • Support all marketing team activities, including the communication of and participation in webinars and events. • Build and maintain relationships in target accounts with C-level and VP business and IT leadership.

• Own the full sales cycle from prospecting through close for mid-market accounts. • Proactively break into new accounts using outbound strategies, not just inbound leads. • Manage deal sizes typically ranging from $40K–$75K ARR, with multi-month sales cycles. • Engage corporate legal stakeholders and law firm decision-makers with confidence and credibility. • Run a clear, articulate sales process and communicate it effectively to leadership. • Collaborate closely with SDRs, Marketing, and Customer Success to drive successful outcomes. • Maintain accurate pipeline forecasting and CRM hygiene. • Adapt messaging and strategy based on buyer needs, deal complexity, and market feedback. • Operate independently while remaining coachable and collaborative.

• Shape the Future with Dun & Bradstreet • The Public Sector Job Family is responsible for selling the Company’s products and services to existing clients and developing or expanding business within the Local and Federal Governments that are of significant strategic importance to the Company and will have a major impact on the Company’s long-term success. • Maintain and grow the revenue stream through renewal management, win-back, cross-sell, up-sell of new opportunities. • Identify new contacts and deepen relationships with current contacts. • Generate new business through new client identification.

• Take 4 to 6 Zoom sales calls per day, typically 1 hour each • Close warm inbound leads into personal training packages • Attend daily sales meetings • Complete daily reporting and admin tasks • Work closely with appointment setters and the sales team • Follow the company sales process and coaching guidance