• Manage complex, high-value accounts within the SLED segment. • Develop and influence C-level relationships, becoming a trusted advisor to executive stakeholders. • Represent Omnissa’s full SaaS portfolio—including Workspace ONE and Horizon—using a consultative, value-driven sales approach. • Identify and close new business, expand existing accounts, and drive long-term customer success and satisfaction. • Showcase expert negotiation and closing skills to win complex, high-value deals. • Demonstrate strategic account planning and pipeline management, maintaining a clear, data-driven view of forecasts in Salesforce (SFDC). • Collaborate cross-functionally with Pre-Sales, Customer Success, Professional Services, Marketing, and Partner teams to deliver exceptional outcomes. • Stay ahead of End User Computing (EUC) trends and competitive landscape to position innovative solutions. • Participate in industry events, customer meetings, and regional activities to expand influence and market presence.

• This position is responsible for contacting and calling on all existing and potential customers in the representative’s assigned geographical territory and performing related assignments for the purpose of selling and servicing our products and services. • Achieve a high level of sales efficiencies by continually identifying and exploiting profitable sales opportunities • Optimize sales results by identifying, prioritizing, and selling products that yield the most profitability to the company • Provide monthly and annual sales forecasting for products and region of responsibility • Use, manage and update all relevant information in Azelis A&ES’s CRM system • Develop and maintain a high level of product knowledge • Establish relationships with all personnel at each key account • Plan/carry out/support local marketing activities to agreed budgets and timescales • Provide written technical reports of the highlights of all sales calls • Participate with Vice President of Sales in developing goals and short-term targets to increase sales volume with each customer • Schedule and make joint sales calls with supplier company personnel on key customers • Recommend pricing levels at accounts and maintain pricing logs for all non-standard pricing • Plan and manage T&E expense according to agreed upon budgets • Manage the administrative functions and responsibilities of job to comply with all company practices, policies, and procedures • Present technical solutions to customers by utilizing our labs, industry experts and world class suppliers • Grow the GP of our territory and achieved budgeted goals • Track and utilize market/competitive pricing in partnership with bid manager • Increase customer base of customer products by selling additional products to existing accounts • Coordinate and schedule specific targeted sales visits with suppliers and VP of Product Development • Provide monthly business reports and synopsis of all activity in specific market/s • Develop short term and long-term strategic sales plan • Attend regional and national trade shows; participate in industry associations

• Exceed assigned revenue and profit goals quarterly and against an annual goal. • Establish relationships with customers, and vendors while creating opportunities in assigned region(s) as well as new markets when required. • Manage and report out a weekly pipeline of sales opportunities, quotes, and orders. • Develop requirements with customers for future bids and contract quotations for equipment and services provided by the company. • Travel to client locations and attend symposiums, conferences, trade shows and exhibitions, and conduct vendor ride-alongs, to cultivate sales opportunities. • Actively develop competitive and customer intelligence: Communicate market intelligence, opportunities, and threats to the company. • Provide price quotations and establish proper credit or contract terms, warranties, and delivery dates. • Learn and utilize internal CRM and ERP systems for processing quotes and orders. • Assist Inside Sales in data entry with generating quotes for customers, as well as work on identifying optimal and available funding opportunities. • Recommend products to customers, based on customers' needs and interests. • Perform administrative duties, such as preparing reports, keeping sales records, and filing expense account reports according to corporate deadlines. • Collaborate with potential customer professionals in product development, improvements, modifications, or changes that could enhance its overall performance. • Accurately process quotes that have been received either in writing, electronically, or by phone. • Develop a marketing strategy to create sales leads for new contacts within the existing region. • Implement an inside/outside team approach for sales, territory/customer strategy, vendor relations, and dealer of record.

• You will work closely with our public sector partners to develop joint strategies for federal, state and local governments as well as public IT service providers • You will identify relevant agencies, organizations and projects in the public sector and build reliable relationships with decision-makers and specialist stakeholders • You will conduct initial conversations, understand functional and technical requirements, and guide prospects through evaluation, procurement and implementation of our solutions • You will produce clear overviews of decision-making paths, stakeholders and technical constraints within authorities and public IT service providers • You will manage both short-term inquiries and complex, multi-stage procurement and project processes in the public sector • You will work closely with our partners, support them in tendering and proposal processes, and ensure Kubermatic is represented accurately and convincingly on technical matters • You will position our open-source and automation approach as the basis for digital sovereignty, security and efficiency in the public sector • You will create reliable forecasts and account plans and record all activities accurately in the CRM • You will collaborate closely with Marketing, Product, Engineering and Professional Services to optimally support partners and customers • You will represent Kubermatic at events, conferences and community formats in the public sector