• Own your territory like a business: develop and execute a strategic territory plan. • Generate Mid-Market accounts sales pipeline, qualifying opportunities, and forecasting pipeline. • Achieve agreed quarterly sales goals through management of the sales process. • Partner closely with the Renewals team to ensure a seamless customer experience at contract renewal. • Engage with prospects and customers to understand their business pain points, aligning Sophos solutions to outcomes. • Work with the Channel Sales team to build pipeline through indirect engagements. • Collaborate with sales engineering and channel partners to achieve customer satisfaction.

• Develop relationships at all levels across partners to drive revenue growth and profitability. • Build and execute business plans that identify, develop and close incremental opportunities to deliver outstanding growth for the partner and Sophos. • Enable partners to take full advantage of Sophos comprehensive solution and services portfolio to improve their customer’s security protection and response. • Directly support partners qualify and close complex customer deals, engaging wider sales and sales engineer teams where required, gather insights to ensure accurate business forecasting. • Own and manage the frequent joint business review, and planning process between Partners’ and Sophos decision makers, incl. clearly defined KPI’s and SMART goals with agreed outcomes. • Collaborate to develop marketing plans with partners to drive incremental sales pipeline ensuring high return on investment from activities like lead gen campaigns and events. • Coordinate the involvement of Sophos staff, including product management, sales, SE, marketing, support, service and management resources to meet partner performance objectives and partner expectations. • Drive high renewal rates by ensuring partners focus on their renewals and build an engagement plan to align Sophos and Partner teams, identify new business and cross sell opportunities. • Ensure the Sophos Sales Centre of Excellence is proactively engaged to manage processes to progress and close of sub 100 user opportunities. • Motivate, educate and ensure Partner sales and technical staff are go-to-market ready, provide access to certification and training materials and develop an enablement plan.

• Own a book of business within the Commercial segment, managing opportunities from discovery through close • Convert inbound demand into new customers through thoughtful discovery and clear value articulation • Build outbound pipeline by identifying and engaging prospective customers who can benefit from Tremendous • Manage a steady pipeline of opportunities across multiple industries and use cases • Run efficient sales cycles while ensuring a strong customer experience • Maintain accurate pipeline forecasting and CRM hygiene • Partner closely with SDRs, Marketing, and Customer Success to support customer acquisition and expansion • Identify patterns in successful deals and share insights that help improve our broader sales motion • Continuously refine your approach based on data, feedback, and experimentation

• Responsible for understanding OutSystems offer and competitive issues. • Hunting for new business and logos within the SMB/Mid-Market space of Philippines. • Be the main point of contact for OutSystems customers, leading the sales strategy, overcoming objections and negotiating success. • Push upgrades with growth plans. • Map prospective accounts around organizational structure, people and existing technology; Engage executives in targeted prospect accounts. • Orchestrate discussions with senior execs around their business needs; Demonstrate verbally, in writing and through live product demos, how prospect customers can capture value and envision their future with OutSystems. • Provide technical product overview and insights pertinent to customer need and usage scenarios. • Meet and exceed targets: effectively manage opportunities and pipeline through the sales cycle. • Leverage social, digital, video, chat, phone and demonstration environments to effectively reach, sell to and manage Outsystems prospect customers.