• Serve as the end-to-end account owner, managing sales for a broad portfolio including services, software, and consultative assessments establishing a trusted partnership with the customer • Develop and execute strategic account plans to ensure sustainable growth to meet and exceed revenue targets • Gain a comprehensive understanding of each customer’s technology landscape, strategic goals, investment priorities, and competitive environment • Build and maintain a robust pipeline, ensuring a healthy and growing sales funnel • Leverage internal resources, including marketing, practice leads, delivery consultants, and partners, to drive demand, manage opportunities, and close deals • Utilize IndX’s comprehensive solution portfolio, including industry-specific and line-of-business solutions, to effectively address customer needs • Maintain accurate customer and pipeline information within CRM systems • Conduct White Space analyses identifying new business opportunities to address shortfalls across the customer’s digital supply chain reach • Orchestrate and engage appropriate internal support to ensure successful sales outcomes, embracing a “team” sales mindset • Stay informed about IndX’s competition and that of our valued partners, to position IndX solutions effectively against them • Be a trusted customer advisor by staying ahead of industry trends and technologies • Lead and orchestrate remote and cross-functional teams to align with the customer’s strategic objectives • Ensure that account teams and partners are well-prepared and strategically positioned for all customer interactions • Take ownership of the customer as the main point of contact throughout the sales cycle • Maximize IndX’s extensive sales support network

• Establish and manage relationships with current customers by demonstrating in-depth knowledge of their business and challenges and therefore their specific business needs as well as an in-depth understanding of the 8x8 solutions and the respective business impact • Maximise existing relationships to contact new business leads within the customer to maximise on cross sell and upsell opportunities • Pursue, negotiate, and close cross-sell opportunities maximising the customers use of the product and our opportunity with the customer • Work with internal teams, especially Professional Services, to ensure the customers are maximising the use of the solutions and services • Work closely with direct and channel sales teams throughout the sales processes

• Acting as a primary contact for assigned strategic accounts • Traveling to customer corporate locations to solidify relationships with key decision makers • Determining customer needs and learning application and business requirements • Establishing, cultivating, and leveraging customer relationships at a branch and corporate level • Conducting market and customer research • Staying in frequent contact with customers by email or phone • Business travel to customers when needed • Attending top industry trade shows and driving other prospecting activities • Leading sales presentations, annual pricing negotiations, business reviews and product proposals • Acting as a customer advocate within internal organizations and cross-functional teams • Closely work with OEM management and territory sales managers to identify, develop and close new sales opportunities

• Demonstrates an advanced level of subject matter expertise and employs consultative-selling techniques to identify and advance opportunities. • Coordinates and owns account plans for strategic commercial accounts, focusing on larger deals, portfolio management, and effectively selling the organization’s offerings. • Identifies complex customer requirements, maps them with the organization’s capabilities, and chooses the most suitable direct/indirect supply chain options. • Builds strong professional relationships with high-level clients, gains a deep understanding of their unique business needs, and aligns the organization's solutions accordingly. • Develops and executes sales strategies, territory account plans, and market penetration strategies to drive significant revenue growth and expand market share. • Analyzes and interprets key performance indicators (KPIs) and market trends to provide strategic insights and recommendations to senior management for optimizing sales performance. • Engages strategically with partners to improve win rates on selective deals and consistently achieves and manages quarterly, half-yearly, and yearly sales quotas. • Leads contract negotiations with major clients, overseeing contract terms and renewals with a proactive approach to ensure profitable deals and lasting positive relationships. • Manages the sales pipeline, enters, and updates opportunities in the pipeline tool, and implements pipeline management practices. • Conducts regular strategic business reviews with key clients, assessing their long-term goals, gathering feedback, and proactively identifying areas for improvement.